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For about 35 years of my working life. I had a rep from a dental supply company call on me religiously every 2 weeks. It didn't matter to him if I bought a lot of stock or a small amount of stock-his attitude was that he would prefer to have many small accounts than a few big ones.
This fellow not only knew everything about his own company's products, but he knew all about the opposition's products as well. Whatever I was trying to find, John could tell me where to get it, even referring me to the opposition for things he could not supply-he was an encyclopaedia of knowledge about everything dental. And if he told me he would chase something down for me, he never forgot to try.
He was so good at his job that I bought my supplies from whichever company he worked for at the time.
Over the years, a couple of the companies he worked for closed down or were bought out, but he was never unemployed for any longer than it took for another company to find out.
Unfortunately the kind of service he provided just doesn't exist nowadays
In contrast, the reps, and there were many, from the opposition companies were usually very attractive ex dental nurses, who would cease calling if I did not buy lots from them. They only wanted big accounts.
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