1. American Express®
case study – Henry Schein Dental
Forming rewarding
relationships in the
dental industry
Henry Schein Dental and American Express

2. The changing competitive landscape
in the dental industry
Dentistry is changing faster than ever, and dental
practices are having to become more entrepreneurial
while still delivering the best patient care. Advances
in technology and a better understanding of the link
between oral and systemic health has transformed the
industry. What’s more, an ageing UK population means
more people than ever before are seeking access to high
quality dental care.
This increased demand has opened up new
opportunities, as well as challenges, for independent
dental practices and has led to a surge in competition
in the UK. These practices have gained an appetite for
finding new ways to build and develop their business and
increase efficiency.
Standing out from the crowd
“At Henry Schein, we are more than a distributor of
products: we aim to partner with our customers in a
way that impacts the success of their dental practice,”
explained Andy Sloan, General Manager of Business
Solutions at Henry Schein UK.
“It was for this reason that, 18 months ago, we created
our Dental Business Solutions division. Our goal is to
work with our customers to improve their business and
to make them feel rewarded for choosing us as their
supplier.”
The new division provides solutions and a wide range of
services to help dentists grow their business. This also
includes financial services. “What we were missing was
a relationship with a card provider who could help us
deliver cash flow and convenience to our customers.”
About Henry Schein Dental
Henry Schein Dental is the leading global
distributor of products and services,
including innovative digital dental
technology solutions, to office-based
general dental practitioners, dental
specialists and dental laboratories.With
more than 19,000 Team Schein Members
and operations or affiliates in 33
countries, Henry Schein helps dentists
operate their practices more efficiently.
American Express®
case study - Henry Schein Dental
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3. Building a more rewarding relationship
It was then that Henry Schein set out to find a card
provider who shared the same customer-centric
objectives with whom it could partner to create a unique
offer in the dental industry.
“We chose to work with American Express because of
its capabilities and experience to develop an offering
that gave unique benefits to customers buying through
Henry Schein at a competitive rate,” explained Mr Sloan.
“We recognised that many of our customers would value
being able to manage their payments with a card that
not only helped to manage cash flow but also offered
rewards.”
American Express was able to offer existing Henry Schein
customers an American Express Gold Business Charge
Card.
The Card gave customers access to unique benefits
such as the Membership Rewards programme,
with an exclusive welcome bonus of 30,000
Membership Rewards Points for those spending
£3,000 with Henry Schein in the first three months
of Card membership2
. This attractive payment solution
would also help practices to actively manage their cash
flow and give dentists deferred payment on purchases
for up to 54 days with no interest charge3
.
“Henry Schein was able to begin offering the card to
customers in just six months. We launched the new
partnership at the BDIA Dental Showcase, one of the
UK’s largest dental trade exhibitions, organised by British
Dental Industry Association, in October 2015. We rapidly
started seeing great take up,” said Mr Sloan.
The American Express offer to Henry
Schein’s customers
• Access to the Membership Rewards®
programme
• A welcome bonus of 30,000
Membership Rewards Points upon
joining when £3,000 is spent with
Henry Schein in the first three months
• Deferred payment on purchases for up
to 54 days with no interest charges
• First annual card fee waived
(normally £125)1
The customer story
Rees Dental Practice, based in
Birmingham, is part of a network of
three dental practices operating in the
UK.“As an independent practice we are
always looking to provide our patients
with the highest quality dental care,”
said Ben Peerbux, dental practitioner
at Rees Dental Practice.
“We started using Henry Schein as
our main supplier. Not only does it
offer high quality supplies, it’s also
a forward-looking company that
understands market dynamics in the
dentist industry.”
Ben signed up for the Gold Business
Card at the BDIA Dental Showcase.
“The Card has become an integral
part of our business,”added Ben.
“In terms of efficiency, payment
couldn’t be easier.The process is
seamless; I can oversee all payments
through American Express’mobile
app.The Rewards programme with
American Express is probably the
biggest draw for dentists to use
the Card - I’ve been able to use my
Membership Rewards points to
upgrade my flights every time I visit my
family in Mauritius.”
American Express®
case study - Henry Schein Dental
3
1. The first year’s Cardmembership is complimentary and from year two of your membership, a £125
annual Card fee will automatically be charged to your Account on or after the anniversary of your
Account opening date.
2. If you are approved and spend £3,000 on purchases on the Card, with Henry Schein within the first
three months of Cardmembership, 30,000 bonus Membership Rewards points will be awarded
shortly after the end of the three months. Cardmembers who are enrolled or have been enrolled
in the Membership Rewards programme in the last six months, are not eligible for the bonus.
All introductory offers are subject to change and can be withdrawn at any time.
3. The maximum amount of time for deferred payment on purchases is 54 calendar days and is
obtained only if you spend on the first day of the new statement period and repay the balance
in full on the due date.

4. “The numbers from the first year are
phenomenal”
Just one year on, Henry Schein has seen impressive
results. “The numbers for the first year are phenomenal.
We’ve got a solution that’s attracting new customers and
growing loyalty from our existing customer base,”
Mr Sloan continued.
As a result, Henry Schein experienced a 200%
year-on-year growth from customers using
American Express Cards, and generated a significant
number of new customers.
The Card has helped Henry Schein further differentiate
itself in the market and has encouraged enhanced loyalty
among existing customers.
A growing partnership
“Our partnership with American Express has delivered
great results so far, and we’ve had really positive
feedback from customers, which is a key way we measure
our success,” said Mr Sloan. “We are always looking for
new approaches to offer the best service possible to
dental professionals and reward them for their loyalty.
American Express has the same priorities; it’s why the
partnership works so well. We’ll be looking to explore
the possibility of expanding this partnership to continue
rewarding dentists.”
Results: at a glance
• 200% year-on-year growth from
customers using the card
• The partnership has directed a
significant number of new customers
to Henry Schein
American Express®
case study - Henry Schein Dental
For more information about the Henry Schein
and American Express Gold Business Card offer,
americanexpress.co.uk/henryschein
American Express Services Europe Limited has its registered office at Belgrave House, 76 Buckingham Palace Road, London, SW1W 9AX, United Kingdom.
It is registered in England and Wales with Company Number 1833139 and authorised and regulated by the Financial Conduct Authority.
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