Gray Market Dental Products: Is the Solution Black & White?
Editor’s note: This article first appeared in First Impressions, a trade magazine exclusively for dental sales professionals. It’s an important topic for the entire profession and industry, which is why Dentalcompare is posting it here. This is no zebra were dealing with. Gray market products continue to be sneaked to dentists through seemingly legitimate distribution channels, often eluding efforts on the part of dealers and manufacturers to purge them from the dental industry. These products are earmarked for sale outside of the United States, and then rerouted by unauthorized dealers and sold domestically at attractively lower rates. Whether or not the situation is improving, its clear to both parties that they must address it as aggressively as possible. The gray market is one of the biggest issues facing legitimate distributors and dentists, notes Gary Rosenberg, president, Darby Dental Supply (Jericho, N.Y.). “The situation certainly isnt getting noticeably better,” he says. “It
