Brad Connett: A Leader It could be the summers spent longlining swordfish on a commercial fishing vessel off the North Carolina coast. Or, the years spent getting to know, understand and integrate sales reps from multiple independent distributors whom his company acquired while growing its presence in the medical market. Perhaps it was hours spent as a kid in his … [Read more...]
The annual physical: Is it worth it?
At $10 billion or so a year, some question the value of annual physicals Today, as healthcare providers – and consumers – preach the importance of preventive healthcare and population health, why would anyone diss the annual physical? An annual rite of passage for as many as one-third of U.S. adults, the physical is coming under attack from some providers, who question its … [Read more...]
Concordance Healthcare Solutions
An independent with plans to go national The three independent distributors who announced plans in December to form Concordance Healthcare Solutions say they can service providers caring for about 70 percent of the U.S. population – and maintain their independent spirit while doing so. That means they’ll maintain local customer service, sales and warehousing, and continue … [Read more...]
Ready for 2016
Six reps share their thoughts about selling in the year ahead What does the year ahead hold for you in the field? What will you need to be successful? Repertoire asked several readers these questions. Sharing their thoughts were: Tom Cook, account manager, McKesson Medical-Surgical Territory: Orlando, Fla. Years in medical sales/management: 23 Dick Daley, field sales … [Read more...]
Collaboration for the Customer
In today’s market, no rep is an island Customers are bigger and more complex than ever. Stand-alone hospitals and medical practices have given way to IDNs, with interlocking sites of care, managers, processes and cultures. Accordingly, the stand-alone sales rep of days past is giving way to a more team-oriented person, that is, someone who can work with others within his … [Read more...]
ICD-10 Cometh…
Though some healthcare stakeholders wish it wouldn’t As physicians, hospitals, skilled nursing facilities and others faced the Oct. 1 deadline to implement ICD-10 diagnosis codes, many questions remained: How difficult will the transition be? How tough will payers be in expecting correct coding? As a provider, am I going to miss claims? What will that do to cash … [Read more...]
The Equipment Salesperson
Selling equipment requires a very particular set of skills “A highly effective distributor equipment salesperson must be easily accessible, a good problem-solver, have strong communication skills, and above all else have the ability to take work off the clients’ desk,” says K.C. Meleski, national sales manager, Claflin Medical Equipment. “You have to have empathy for your … [Read more...]
Excellence in Sales
Distributor Manufacturer 2015 Todd Matthews, McKesson Medical-Surgical Nick Riordan, Welch Allyn 2014 Chuck Ryan, McKesson Medical-Surgical Nate Williams, Midmark 2012 Paul Lilly, McKesson Medical-Surgical Louis Cupo, Cardiac Science 2011 KC Meleski, Claflin Equipment Mimi Hobson, Terumo 2010 Steve Marshall, Cardinal Health Mike Paige, Med … [Read more...]
Fear the POL No More
Fear the POL No More Opportunity is available to those that walk into the lab. Molecular testing moves closer to the patient Get to ‘Yes’ on In-Office Testing Smart Screening Task Force Advocates Screening for Type 2 Diabetes Opportunities, challenges face POC testing Stand by for Change Alere BD Hitachi PTS Diagnostics Sekisui … [Read more...]
Only in America
Supply chain’s supports the red white and blue The 4th of July may be behind us, but for many in the supply chain, recognizing greatness in the United States is a year round pursuit. Some do so by promoting products made in the USA, while others work to support veterans and their families. Repertoire checked in with a few. Here are their stories. Wounded Warrior … [Read more...]