Equipment Specialty Rep

What is the base pay range for Equipment Specialty Reps? Commission structure? I am currently in pharma and I am thinking about applying for a Specialty Equipment Rep position. Any insight would be great!

 

I'd like to help you.

First, though, you must answer this one question correctly or stay pushing pills, buying cookies for receptionists and waiting in lobbies:

What are your qualifications to sell dental capital equipment ? Why should we consider hiring you ?

Elaborate.

I'll be checking back soon.

 

Okay...I will play the game to get the answers.

I have 5 years of Specialty Pharmaceutical Sales experience where I built relationships with my physicians. I became integral in the office business; I did not just "push pills and give them cookies". I assisted many offices when they were looking for technicians and help match them up with technicians looking to change to other practices. This was not part of my "job" but I built such a strong relationship with not only the doctors but also the office administrators that they trusted my recommendations. The technicians were also very grateful that I found them a new position in a practice that was a better match for them. I also helped one practice add an additional doctor. This demonstrates my ability to build strong relationships when the doctors come to me and ask me if I know of any good doctors that are looking to join a practice. I hosted an event that helped introduce new doctors to the specialists in my territory to help both parties with their referral business. My practices did not see me as a "pill pusher" but as someone who could help them grow their practice and make it better. My physicians trust me and know that I am honest and have integrity. So, when I bring a new study to them or ask them to do a trial with my product, they listen and are willing to do so. I am not afraid to think outside the box in order to sell my product.

Furthermore, I have an additional 9 years experience in Business to Business Sales. I was successful in landing and growing major Enterprise Accounts and worked on million dollar proposals. Some of these sales cycles could take up to 2 years. This demonstrates my tenacity. I presented to C-level executives with confidence and success. I am successful because I build relationships with my customers and demonstrate that my product is superior not only because it is a good product but because I come with it and I take care of my accounts. They know it and continually bought from me.

I don't have much knowledge of dental equipment beyond my bi-annual office visits for teeth cleaning. But, I assume Patterson has a good training program where they teach all of that to their sales force. I am great at relationship selling and building trust that leads to long lasting relationships. If Patterson can teach me about the equipment, I can surely sell it.

I hope this effectively answers your question. I look forward to hearing your answer to my original question and truly appreciate any insight you can provide about the Equipment Specialty Reps. Thanks so much!

 

You can make in the 125,000-150,000 range. You will be working your ass off. Very difficult the first couple of years. You will need to have a great answer to the question why are you changing positions? To be honest not sure if I was you I would do it. Outside the box is not the thinking looked upon as favorable. Here is how you sell equipment for Patterson. Most of your managers will be using you to get ahead. Maybe the advance because of your success maybe because they offered you up when budgets get cut

 

"You will need to have a great answer to the question why are you changing positions?"


Since you are so effective and added so much value to 'your doctors' in your last job, why would any mfg. let you get away ? Why aren't you working for one of those clients that were so happy with you ?


Are you employed now ? Why dental ?

 

Stop screwing with this person.

Here are more than likey the facts of the position you're considering.

No former experience? You'll have a 50's base and make a percentage of gross margin on products. 5% is your take and most equipment gets sold at a 28-30 margin.

You'll get the lowest selling equipment TMs in the branch because the other ES's will have poached the others from the rep that left. You'll be assigned to a team of TMs, and they represent how well you will do. You'll more than likely make an error along the way while ordering a chair etc, and the TM will have a fit and say they want to fire you. They're so entrenched in the relationship part and are wrapped around the dentists fingers. Scared of losing that consumable business since its all a commodity.


You no longer get paid on handpieces either. That was an easy 20k for these guys a year.

It just all depends on the branch, and who you get paired with. You'll be the grunt, no doubt. But best of luck, there are people who make it past the 3 years,but not very many.

 

"You will need to have a great answer to the question why are you changing positions?"


Since you are so effective and added so much value to 'your doctors' in your last job, why would any mfg. let you get away ? Why aren't you working for one of those clients that were so happy with you ?


Are you employed now ? Why dental ?

 

(stands up from desk - shakes hand) Thanks for coming in (handing resume back to applicant) I enjoyed our time together (lies).

As you may be aware (unless you are brain-dead) There's a lot of qualified candidates with years of dental sales experience and business contacts applying for this position (and frankly, you are neither - qualified, experienced or have any dental contacts) We'll let you know soon if we have any reason to speak again. (lies again)

(fade to darkness)

 

Thank you so much for your professional and candid response. I truly appreciate it. I have read in other posts that the TM's do get a car allowance for the first 3 years before they go straight commission. Does this apply to Equipment Reps as well? If so, how much is the allowance? Do they provide a cell phone allowance as well? Again....thank you for your response. There are always the bad eggs and bullies that have nothing better to do than try to "screw" with people on cafepharma. Thank you for having class and not being one of them.

 

It is not about them letting me go, it is about me not feeling challenged and full filled enough selling pharmaceuticals. I want to be an even more integral part of the practices I call on. I've begun doing it in my current position and it's not even part of the job. I am not considering working with any of my clients because those are not in the scope of what I do. I would not like to work inside for a provider. Yes I am employed now. The reason why I am looking at dental is that it provides me the a hybrid of what I currently do, recurring sundries sales appears to be similar to repetitive pharma sales. Also the ability to sell equipment will allow me to utilize my true B2B sales skills and really help practices grow.

 

Don't you Get It - It's all sarcasm, because NOBODY CARES.

NOBODY.

"It is not about them letting me go, it is about me not feeling challenged and full filled enough selling pharmaceuticals. I want to be an even more integral part of the practices I call on. I've begun doing it in my current position and it's not even part of the job. I am not considering working with any of my clients because those are not in the scope of what I do. I would not like to work inside for a provider. Yes I am employed now. The reason why I am looking at dental is that it provides me the a hybrid of what I currently do, recurring sundries sales appears to be similar to repetitive pharma sales. Also the ability to sell equipment will allow me to utilize my true B2B sales skills and really help practices grow."

Resist the urge for follow-up commentary. You have demeaned yourself enough already.
Ridiculous. You do not know the market or the customer. You will not be happy.
Thus Endeth the Lesson Grasshopper.

 

I already was offered the position so I guess I will see you around sometime at a national meeting.

 

No more hand piece commission for equipment specialists? That's brutal! When I was with Patterson as a TR that was a huge piece of the equipment portfolio. TR's are so wrapped up in supplies there is no way they will want to learn about hand pieces. Sales are going to drop like flies.

 

The equipment specialist job is the best job to have at Patterson. As long as youre in a decent sized branch, you should do fine. The biggest obstacle to getting this job is the initial Valtera test you have to take. About 70 percent of people don't pass it. Company doesnt see that it hinders management ability to hire qualified people. If you get past the test, youre just about there because hiring so highly dependent on the test that the few people who make it to the branch manager usually get hired.
There is initially a car allowance and expenses but that goes away as your sales increase.

 

70% fail??? Really? That test was freaking easy.

And I'm pretty sure Equipment reps are on full time salary, car allowance and expenses because of the different nature of the job.

 

Former equipment rep with Patterson

You would be WRONG. No salary, no car allowance or expenses.

 

"Former equipment rep with Patterson
You would be WRONG. No salary, no car allowance or expenses."


The Truth is Reason in the Empire of Lies. What do you say about this job now, kiddies ?

Are you ready to step-up ?

"I already was offered the position so I guess I will see you around sometime at a national meeting."

I doubt it. I sell equipment direct (10 years, going on 11), so I will more than likely be beating you out-of-business from day 1 and I stay away from almost all dealer people as I don't want anything to do with their 'system'...

Put some money aside for expenses. You will Need It. Best-of-Luck, Rook.

 

What ever old timer, Paulie G. and Davey M. are going to be phasing you dinosaurs out because you aren't up to speed with technology and don't want to be part of the new Patterson Tech Wave. See ya, wouldn't want to be ya. Get lost, applesauce.