Sean gives Doba leads of new dental practices that open in her region, which the previous EM rep never did. Soon, she notices that delivery lead times have shrunk. When she helps a dentist put an equipment order together, she can ask for delivery within ten days. This used to take as long as a month, and it was often difficult to schedule installation for a particular day. She can only assume that the EM now has a better feedback loop between sales and production, and that Sean has a more effective and accurate way of forecasting and planning.
Doba no longer feels that she’s doing business with a traditional EM, but with a customer-focused, highly motivated, fast-paced company. Before the six weeks’ trial is over, she tells Sean and his boss that she is looking forward to continue working with them.