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Patterson Companies

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Patterson Companies

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Patterson Companies Employee Reviews about "scratch territory"

Updated Feb 18, 2020

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Found 11 of over 540 reviews

4.1
83%
Recommend to a Friend
96%
Approve of CEO
Patterson Companies President and CEO Mark Walchirk
Mark Walchirk
109 Ratings
Pros
  • "Competitive pay, opportunity for better pay and good benefits(in 30 reviews)

  • "In my department, there is work-life balance(in 26 reviews)

  • Cons
  • "Upper management is out of touch if current market conditions(in 12 reviews)

  • "scratch-territory required to build from ground-up(in 11 reviews)

  • More Pros and Cons
    Pros & Cons are excerpts from user reviews. They are not authored by Glassdoor.

    Ratings by Demographics

    This rating reflects the overall rating of Patterson Companies and is not affected by filters.

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    Reviews about "scratch territory"

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    1. 5.0
      Current Employee, more than 1 year

      Lots of opportunity to grow your income

      Jul 19, 2019 - Territory Manager in Atlanta, GA
      Recommend
      CEO Approval
      Business Outlook

      Pros

      autonomy, income opportunity, work/life balance

      Cons

      scratch-territory required to build from ground-up

      Be the first to find this review helpful
    2. 4.0
      Former Employee, more than 3 years

      Good Company - Just in a Price War with Henry Schein

      Feb 18, 2020 - Territory Manager in Tampa, FL
      Recommend
      CEO Approval
      Business Outlook

      Pros

      Flexible Hours, Great products and technology to sell

      Cons

      If you start a scratch territory, it can take you 3 to 4 years to start seeing any dividends. It seems like the competitors can beat Patterson on pricing every time.

      Continue reading
      1 person found this review helpful

      Patterson Companies Response

      Talent Acquisition

      Thank you for your review. Your feedback is appreciated.

    3. 2.0
      Former Employee, more than 1 year

      My experience was great until June 13th. Not bitter for being laid off...for the most part a good experience.

      Jul 1, 2016 - Territory Manager in Lenexa, KS
      Recommend
      CEO Approval
      Business Outlook

      Pros

      Overall a good company that tries to give you the tools you need to succeed. Exclusive with Sirona is great! Though they may be losing it due to low Cerec sales and DENTSPLY buying Sirona.

      Cons

      I was told when I was laid off that they didn't count four of the accounts I had just converted because of the promo I had used to help convert them. A promo given to me to use by the corporate office. But was told over and over it would take 3-5 years to build a decent territory from scratch. Was laid off after 18 months with nothing but positive feedback until the 13th. They not only laid off all the new reps, but gave the accounts we had converted to a brand new rep so she wouldn't have to start from scratch. Constant pressure to sell Cerec. Cerec is a great product, but when you start a scratch territory with 50 or less accounts there is little opportunity.

      Continue reading
      12 people found this review helpful
    4. 3.0
      Current Employee, more than 3 years

      Territory Representative

      Jan 15, 2016 - Territory Representative 
      Recommend
      CEO Approval
      Business Outlook

      Pros

      Set your own schedule, respected company, good branch support team (customer service, service technicians, etc). Manufacturer incentives (spiffs, trips, etc) Exclusive top of the line products (3D imaging, etc) The Patterson customer is one that wants to grow their practice and buys into technology. Some customers will see your value, others wont (the ones who nickel & dime you on supplies, won't update their offices then complain they have no patients)

      Cons

      Very difficult to get off base plan. Most reps start with a scratch territory with accounts that have been worked over for years. Branch manager decides who gets what account if someone leaves and many times they go to the veterans. Training was sales only, hardly any product knowledge and for those not coming from dental it is a very large learning curve. Tough competition for sundries especially with internet companies selling so low. Branch manager left and was not replaced for over a year.

      Continue reading
      3 people found this review helpful
    5. 2.0
      Current Employee, more than 1 year

      Good company but not the opportunity they want you to think it is

      Dec 29, 2014 - Anonymous Employee 
      Recommend
      CEO Approval
      Business Outlook

      Pros

      Typical outside sales position with a lot of independence. You have the (slim) chance of building your own book of business. A lot of freedom to do what you want and how you want - so long as you produce. Good health benefits and retirement benefits. Car allowance but you will need to get a different car every 3-4 years.

      Cons

      Many cons. First, most of the good dental offices are taken. So if you are starting new with a scratch territory, it will take several years to really make a good living. The best dental practices are taken by the veteran sales reps who have been doing it for as much as 20 years. You aren't going to get those accounts and these few veteran reps are the ones truly living the dream. They have a decentralized management model which gives full power to the branch manager. If your branch manager is a good person you will be OK. But if your branch manager is a real SOB, then you're screwed. Unfortunately, they branch manager in my city couldn't be worse. He will not hesitate in firing you with no good cause. There are many unkind things I wish I could say but this website won't allow it. I'm sure you can figure it out. Competition is incredibly fierce with little that distinguishes Patterson from their business peers. Most dentists are cheap and will nickle and dime you to death. I spent time calling on dentists who would spend maybe $2500/year on supplies - generating very little commission for me. I was expected to call on offices like this every month. A colossal waste of time!!!!

      Continue reading
      3 people found this review helpful
    6. 3.0
      Former Employee

      Great learning experience, company culture is changing

      May 9, 2014 - Anonymous Employee 
      Recommend
      CEO Approval
      Business Outlook

      Pros

      Lots of opportunity for growth, especially if you are willing to relocate. Currently has distribution rights for top technology products. Company is finally starting to invest in modern tech platforms internally

      Cons

      Most new reps are given a "scratch" territory, veteran reps own the big accounts. Changing technology in the dental market means risk of a better product being developed by competition. Internal systems are antiquated, change is coming, but slowly, and some current employees are resistant to the changes.

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      1 person found this review helpful
    7. 1.0
      Current Employee

      Over Promise, Under Deliver

      Apr 16, 2018 - Anonymous Employee 
      Recommend
      CEO Approval
      Business Outlook

      Pros

      The Inside team works hard and are an excellent group of individuals.

      Cons

      High Turnover at the Sales rep and branch manager roles. As a Sales rep, they start you on a base salary+commission+car allowance & business expenses, they expect you to get to a level where you're 100% commission (growth plan rep). After year 3, they take your car allowance and business expenses away. They will lower your base salary by 5%, upping your commission by 1%, hoping you're selling more. The commission is roughly 7-10% on gross margin dollars. So you could be selling a high ticket item like a Cerec but only make $2000 on the sale, which takes a lot of time and energy to sell. They let go hundreds of reps and rehired younger ones to take over the accounts, so they can pay out less per sale. As a new rep, you'll be getting a scratch territory. Which means, current reps have tried to call on them and earn their business, but they don't want to work with Patterson, or have fired Patterson, and you need to somehow grow the business. Some of these accounts have had 3-5 Patterson reps visit them over many years. How and why will they do business with you now? It's a lot of hopes and dreams when you're given a scratch territory. Reps grow their business by other reps retiring or leaving that had buying accounts and they are transferred to them. To organically grow your territory from your initial account list might be 99% impossible and will lead you into insanity. Getting a meeting with a doctor is hard enough, then you need them to switch their business to you, equally as challenging. Their territories alignment is preposterous, Patterson has multiple reps overlapping each other. You can go into an office building that has multiple dentists, say 5-7 dentists, and there could be 3 or more Patterson reps going into the same building. This is because if an account doesn't buy from Patterson the tenured rep shows a decline in revenue per office. They will drop the account and a new hire rep will get them for their scratch territory list. I can go on and on, but I'd only work there if you're getting accounts that do existing business.

      Continue reading
      8 people found this review helpful
    8. 3.0
      Former Employee

      entry into dental

      Feb 13, 2018 - Anonymous Employee 
      Recommend
      CEO Approval
      Business Outlook

      Pros

      Good place to get dental experience

      Cons

      you start with a scratch territory. its set up like a 3 world country with a small upper class (top reps) and a large lower class (a rotation of reps)

      2 people found this review helpful
    9. 3.0
      Current Employee

      So far. So good.

      Feb 3, 2014 -  
      Recommend
      CEO Approval
      Business Outlook

      Pros

      The training is top notch.

      Cons

      Scratch territory makes it difficult to expand your growth.

      1 person found this review helpful
    10. 4.0
      Current Employee, more than 3 years

      Sales Rep

      Aug 15, 2015 - Anonymous Employee 
      Recommend
      CEO Approval
      Business Outlook

      Pros

      Autonomy, Base Commission Plan, Service & Support

      Cons

      Building scratch territory from "dregs" of industry

      1 person found this review helpful
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