Client Case Study

Henry Schein

With over 60 years’ experience providing innovation, education and solutions to the dental industry, Henry Schein is Australia’s largest dental distributor, stocking the widest range of products on the market.

In 2023 Henry Schein started its journey into the medical industry through the acquisition of its first medical business, Regional HealthCare Group. The Australian operation is headed by strong local management supported by its global parent, Henry Schein Inc. – the world’s leading provider of healthcare products to office base dental and medical practitioners.

They have identified people development as a critical key to achieving their commitment to being a trusted business partner to the healthcare industry. Ariane Aeschimann-Forbes, is Henry Schein’s Human Resources Director for Australia and New Zealand. In her role, she has been at the forefront of company initiatives to develop progression pathways and succession plans to protect the business and guarantee a sustainable future. Following a previous association with LMA, Ariane was keen to introduce Henry Schein to the unique aspects of LMA’s approach to developing people.

“When I first arrived here, Henry Schein had an abundance of very clever technical experts in management roles who would benefit from developing deeper people management skills and clear and consistent leadership. Our professional salespeople were expressing an appetite for more development in their selling skills and professional growth. Having experienced LMA’s approach elsewhere I could see enormous potential to expose Henry Schein to the benefits that flow from well-structured, professionally delivered and nationally consistent training and development courses.”

Through regular deep discussion and analysis of the learning and development needs of the business, LMA has consistently collaborated with Ariane to create the right experience for each prospective learner. Over the last seven years 284 of Henry Schein’s people have successfully participated in a wide range of LMA courses including:

  • High Performance Management – Diploma of Leadership and Management
  • Challenge of Leadership – Certificate IV in Leadership and Management
  • Success Strategies for Team Leaders and Supervisors Certificate III in Business
  • The Sales Edge – Certificate III in Business-to-Business Sales
  • The Performance Edge
  • Effective Team Development
  • Exceptional Customer Service
  • Above the Line Coaching and Mentoring

Importantly, graduates of these courses have demonstrated skill development, professional and personal growth. They have taken away valuable concepts, tools, forms and plans and applied them to deliver identifiable results and a clear return on the company’s investment in them.

Ariane notes “What we’ve seen over the years is the steady build towards a critical mass of people having had an LMA experience which has in turn led to a common language and a ‘multiplier’ effect across the business. Each successive graduate adds to the resource of capable, skilled and committed people in the business and to greater stability, sustainability and growth.”

The following feedback Ariane receives from graduates’ highlights many of the reasons for the organisation continuing to engage LMA to develop its people.

LMA’s people – high quality, committed, professional, passionate, true partners.

LMA’s programs and courses – well-researched, targeted to our needs, dynamic and challenging.

LMA’s processes – suited to our operational needs, focused on application and outcomes.

Looking to the future, Henry Schein will continue to rely on its partnership with LMA to equip its current and emerging leaders and salespeople with the skills, competence and confidence to succeed.

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