Repertoire: What two or three things do you offer your distributor rep partners to enhance their sales?
Alexis Sailor: Having been a distributor rep and now a manufacturer rep, I believe my past experience and background creates a stronger partnership with my current distributor partners. I understand that our distributor reps are counting on us to deliver a top-notch customer experience along with solutions that provide clinical, operational and financial benefits for the physician office practices they support. Being accountable, knowledgeable, and identifying the key win result for the physician, office manager, medical staff and the distribution rep has contributed to my success and our success as a team.
Repertoire: Name two or three ways your distributor rep partners help you add value to your accounts.
Sailor: Distributor rep partners have long-term relationships with our customers and are in the accounts on a weekly or biweekly basis. They know the goals, objectives and challenges each physician office is facing. Their relationships and knowledge of the customer landscape allow us to position our solutions quickly and effectively. They are a key and integral part to our success. Therefore we must use their time effectively and always bring value to them and our shared customers.
Repertoire: What is the biggest change you anticipate in medical product sales in the next five years?
Sailor: I envision that medical product sales over the next five years may not change drastically for the distributors; but the physicians who will be at the helm of the practices will be looking to revolutionize and improve the way they manage and treat their customers. More and more diagnostics tests will become available for use at the point of care. And IT connectivity – and even virtual and app-based solutions – will be required by our customers to help them deliver real-time patient care.
Repertoire: Do you think distributor reps should embrace ride days? If so, why? If not, why not?
Sailor: Distribution reps should absolutely invite manufacturer reps to ride along when there is mutual and strategic value. The involvement of a product/industry expert to assist with demonstrating solution capabilities during various levels of strategic deals assist with becoming a trusted advisor, increasing account collaboration, aligning appropriate solutions and closing deals.
Repertoire: Can you share you have a favorite ride-day story?
Sailor: During my career, I have worked with many distribution reps at various companies. Through collaboration and aligning on mutual account opportunities, I was presented with an exciting opportunity to work with one of the top distributor reps at a leading medical distribution company in Southern California. During our ride-along, we were able to visit the warm leads and key accounts we wanted to target. It was a very effective day that lead to proposal generation. I appreciated the team approach and customer focus. I always love working with someone who is passionate and driven.