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Topic

Dental

A collection of 3 issues

Where headquarters ends and the distributor begins

Your distributors keep asking HQ for more support. The real gap is quieter: nobody ever agreed where headquarters' responsibility for growth ends and the distributor's begins. Here's how to draw the line, market by market.

Where the European dental industry actually meets. A distributor's calendar.

IDS Cologne, EAO Lisbon, ADF Paris, Dental World Budapest, Krakdent, BDIA, Expodental Rimini — the European dental events that matter, read from the commercial side of the channel: where distribution deals actually get made.

The best dental leads don't come through the dentist. Distributors keep missing that.

I've built consumer-facing brands on top of B2B dental products for one of the industry's largest producers. The mechanic — patient demand that doesn't originate with the practitioner — is the most defensible growth move European dental distributors aren't making.

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