Henry Schein wanted to grow sales of the Practice Analysis because dentists who utilize the report are more loyal customers and purchase more products. Those dentists also experience an average $90,000 increase in their yearly production. Through our vLens and Heat Map visualizations, they learned the reputation of the Henry Schein Practice Analysis had higher brand awareness than expected, but several growth opportunities were revealed.

The most important drivers of dentists’ decision to purchase the Practice Analysis were the ability to attract and retain patients, trustworthiness and accuracy of the recommendations, and immediately actionable results.

However, dentists’ perceived their greatest area of improvement for their practice was new patient flow, a focus not currently included within the Practice Analysis.

It was also interesting that only 66% of dentists who had a Practice Analysis in the past said they’d consider another in the future, signaling
an opportunity to do a better job at communicating the value the results bring to the practice. In fact, “guaranteed results” were considered an unmet customer need, representing an opportunity for Henry Schein to message the effectiveness and ROI of their service in order to improve their competitive advantage.