- Primarily works with IDNs, biometric screening companies, occupational health, pharmacy and urgent care centers.
- Territory includes the Southeast, with a concentration on Florida.
Repertoire: What do you offer your distributor sales rep partners to enhance their sales?
Lee: PTS Diagnostics has launched several new products that have the potential to greatly enhance point-of-care testing. These products allow the point-of-care industry to expand the menu of fingerstick testing options. More important to distribution representatives, these new products provide new revenue opportunity and, at the same time, provide real value to end-users.
Repertoire: How can your distributor rep partners help you add value to your accounts?
Lee: I recently partnered with a national distribution sales organization to work side-by-side with a representative to introduce the CardioChek® Plus analyzer to their client base. We targeted IDN wellness groups and occupational health clinics. The distribution representative leaned on me for in-depth product knowledge, and I built upon their long-term relationships. Together we closed 25 accounts, and nearly 50 percent of those accounts have seen substantial double-digit growth. We grew one account from 5,000 lipid tests a year to 15,000. With this solid foundation, we are now working to introduce the A1CNow®+ system to this client base. By working together, we achieved mutual success. I am proud of my ability to bring clients to distribution organizations. Also in my region, I identified an IDN wellness group that wanted to upgrade to the newest technology to enhance speed and efficiency. Their requirement was to work with a regional distributor. I introduced the hospital client to a distributor and I know, together, we have a new long-term customer. In the end, the true value manufacturer representatives bring to distribution representatives is the partnership mindset.
Repertoire: What is the biggest change you anticipate in medical products sales in the next several years?
Lee: I believe there will continue to be consolidation in the medical distribution industry. I expect stronger and deepened relationships between manufacturer sales representatives and distribution sales representatives. In the health promotion field, I know point-of-care products will become even more in demand. We live in a society that wants immediate feedback coupled with efficiency and this certainly applies to healthcare.