- Primarily works with physician based practices and distributors.
- Territory includes the Northeast and New England states.
Repertoire: What do you offer your distributor rep partners to enhance their sales?
Olesh: When it comes to building valuable relationships with customers, I am viewed as more than just a manufacturer’s representative. I am a friend and business consultant. Distributor representatives can trust that I will provide unparalleled support and quality customer service to them and their customers. Intense product knowledge is crucial to my sales strategy. In addition, knowledge of competitors’ products is extremely valuable. It is important to recognize that customers require clear and effective communication, which means we have to treat them in a manner they deserve and demand. One cannot be too aggressive or forget about them by not following up at all.
Repertoire: How can your distributor rep partners help you add value to your accounts?
Olesh: It is imperative to recognize that my distributor rep partners are interested in getting the right product into the hands of their customers. Therefore, because of the strong relationships I have built with the field and telesales organizations, my partners think of me first when diagnostic opportunities and conversions take place within my territory.
Repertoire: What is the biggest change you anticipate in medical products sales in the next five years?
Olesh: One of the biggest changes I anticipate is that more and more physicians will be opting to join group purchasing organizations. In addition, I anticipate that many group practices will be acquired by larger medical institutions. This type of change will have a direct effect on driving down the supply chain of all manufacturers, distributors and end users. As the government tries to control and reduce healthcare costs, it will first have to get control of healthcare reimbursements to the providers. Ultimately, this will lower the cost of goods to the end user.