Patterson Companies
ABM Account Playbook
Prepared For STAR Trade Shows & Events | Date January 2026 |
Table of Contents
1.0 Introduction
This playbook is STAR’s single source of truth for engaging Patterson Companies across Dental and Animal Health. It converts verified signals into targets, programs, and proposals that can move quickly from pilot to scale.
Objectives
- Win enterprise experiential programs across Dental and Animal Health operating groups.
- Create USD 500K+ year-1 pipeline tied to practice technology rollouts and regional trade shows.
- Position STAR as the build and logistics partner for complex demo environments and customer education roadshows.
- Support acquisition/retention via measurable lead capture at events and mobile demos.
Methodology
- Structured research across corporate site, SEC filings, newsroom, foundation pages, and event listings.
- Validation against credible third-party exhibitor directories. Financials reference last public fiscal year.
2.0 Account Overview
2.1 Basics & Financials
Patterson Companies is a distributor serving dental and animal health markets. Headquarters are in Saint Paul, MN. Following acquisition by Patient Square Capital (April 2025), it operates as a private entity focused on customer service and operational excellence.
- FY2024 Net Sales: $6.57B.
- Operating Margin: 3.9% (down 0.4 pts YoY).
- Diluted EPS: $1.98 (down from $2.12).
- Status: Private company (acquired April 2025).
2.3 Business Group Focus
| Group | Strategic Focus | Target Audience |
|---|---|---|
| Dental | $2.49B (~38%). | Supplies, equipment, software, services. |
| Animal Health | $4.07B (~62%). | Companion and production animal distribution. |
| Corporate/Other | Shared services. | Enterprise strategy, CX standards. |
2.4 Philanthropy
Patterson Foundation focuses on Oral Health Grants, Assistance Dog Support, Scholarships, and Employee Volunteerism ('Dollars for Doers').
3.0 Strategic Initiatives
3.1 Key Priorities
- Customer-Centered Distribution: Differentiate via value-added offerings and reliable fulfillment.
- Technology-Enabled CX: Simplify purchasing via digital ordering and tech solutions.
- Private-Company Value Creation: Operational excellence and growth initiatives under new ownership.
3.2 Technology & Implications
| Area | Usage / Implication |
|---|---|
| Systems | ERP/CRM/Analytics not publicly disclosed. |
| Integration Posture | Tool-agnostic; map capture/routing to existing workflows. |
| Implication | Deliver reporting that rolls to executive CX and BU dashboards. |
4.0 Addressable Market
Dental Audience Practice Owners, Dentists. Events ADA SmileCon. | Production Animal Audience Producers, Retailers. Events Regional AHI Trade Shows. | |
Companion Animal Audience Vet Practice Owners, DVMs. Events Regional Vet Meetings. | Corporate Audience CX Leaders, Commercial Ops. Events Internal Summits. | |
4.2 Key Personas
| Role | Care Abouts | Needs |
|---|---|---|
| Dental Practice Owner | Chair uptime, workflow, tech ROI. | Mobile demos, training. |
| Vet Practice Owner | Throughput, diagnostics availability. | Workflow efficiency labs. |
| Production Animal Producer | Biosecurity, seasonal planning, supply. | Field readiness tours. |
| Dental Office Manager | Inventory cost control, ordering speed. | Simplified ordering demos. |
| CX Leader | Retention, measurable impact. | Standardized engagement toolkits. |
4.3 Competitive Edge
Rivals: High competition including manufacturer direct options.
- Dental: Strength in breadth, service technicians, support.
- Animal Health: Footprint across companion and production.
- Tech Solutions: Integrated offers tied to distribution.
5.0 Brand & Marketing
Corporate: 'We Are Patterson' – connecting customers to operational success. Promise centers on consultative support, uptime, availability, and education.
Customer Service: Differentiating through value-added offerings. Reliability: Distribution excellence. | Technology: Enablement across clinics and practices. Education: Customer training aligned to adoption. |
2026 Marketing Mix
- Digital: Ordering and access are strategic capabilities.
- Trade Shows: ADA SmileCon, Regional AHI Shows.
- Content: Education aligned to equipment/software adoption.
- CSR: Foundation storytelling support.
6.0 Opportunities for STAR
6.2 Five Priority Plays
Format: Mobile demo for equipment/software workflows.
Metrics: $300k-$500k val. Qualified leads, demo-to-quote conversion.
Format: Interactive clinic-ops experience (inventory, diagnostics).
Metrics: $250k-$450k val. Appointments booked, trial activations.
Format: Education series for producers/retailers.
Metrics: $200k-$400k val. Attendance, retailer sign-ups.
Format: Exec briefing + customer events on new roadmap.
Metrics: $150k-$300k val. Retention rate, NPS/CSAT.
Format: Community platform aligned to oral/animal health nonprofits.
Metrics: $100k-$250k val. Volunteer participation, media mentions.
7.0 Philanthropy
| Program | Detail |
|---|---|
| Oral Health Grants | Quarterly grants supporting nonprofits. |
| Assistance Dog Support | Grants for service animal training. |
| Scholarships | For employees' children. |
| Employee Volunteerism | 'Dollars for Doers' grants. |
8.0 Execution Plan
8.1 Targeting
| Corporate | CEO, Chief People/Comms Officer, Chief of Staff (CX). |
| Dental | President (Dental), Marketing Leader, Field Marketing Lead. |
| Companion Animal | President (Companion), Vet Education Lead. |
| Production Animal | President (AHI), Regional Trade Show Lead. |
8.3 GTM Timeline
| Phase | Key Tasks |
|---|---|
| Jan: Account Map | Map leadership/events. Identify top 50 accounts. |
| Feb: Assets | Build modular demo decks. Create ROI templates. |
| Mar-Apr: Outreach | 3-touch sequence to BU Presidents. Propose pilot. |
| May: Pilot | Finalize logistics. Execute pilot with measurement. |
Seller Narrative Hook
"We build measurable customer experiences that turn education into pipeline. The kits are modular and repeatable. The workflow is optimized for distributed field teams. The reporting is ready for executive CX and BU dashboards."