- Primarily works with small hospitals (200 beds and less), ambulatory care sites (urgent care facilities, primary care facilities, surgery centers and imaging centers), and long-term care facilities.
- Territory includes Massachusetts, Connecticut, Vermont, Maine, New Hampshire and Rhode Island.
Repertoire: What do you offer your distributor rep partners to enhance their sales?
Penta: Follow-up is key! My distributor partners count on me to keep them and their customers in-the-know. I make sure to follow up with distribution reps and their customers to ensure that the services, proposals or products provided are up to their expectations. Trust is extremely important to me, as well as to the reps I work with. Knowing they can always count on me to give them accurate and fair information is paramount. They are taking me into their accounts, their business and their livelihood, so they have to know that I have their best interest in mind.
Repertoire: How can your distributor rep partners help you add value to your accounts?
Penta: They own the relationship and are the caretakers of the business. It is my job to offer product expertise, and by doing so, provide value to both the customers and my distribution partners.
Repertoire: What is the biggest change you anticipate in medical products sales in the next five years?
Penta: I anticipate a lot of uncertainty with regard to the Affordable Care Act. With so many newly insured patients hitting the market each year, the need for more rapid patient care only expands. Manufacturers and distributors alike will need to be able to offer solutions that not only affect a practice’s efficiency, but also have a positive impact on patient satisfaction. I look forward to meeting that challenge head on with my distribution partners in 2016 and beyond.