As hospitals get penalized for readmissions, office-based physicians have an increased roles in the handoff from acute to outpatient care Keeping their patients out of the hospital – particularly those patients who have been recently discharged – has never been more important to your physician customers. That’s because, since October 2012, hospitals have been penalized … [Read more...]
A Work in Progress
After three decades of successfully meeting the needs of both its large and small hospital members, HEc continues to seek new opportunities to leverage volume and commitment. More than 30 years ago, when IDNs were little more than an experiment in managed care, seven Midwestern hospitals decided the time was right to join forces in an effort to leverage purchasing and remain … [Read more...]
HIDA Health Reform Update
Distributors meet in Washington to discuss, influence healthcare policy By Linda Rouse O’Neill, VP Govt Affairs HIDA More than 60 leading healthcare distributor and manufacturer executives converged in Washington, D.C., this June to participate in strategic supply chain discussions and targeted advocacy efforts as part of HIDA’s Healthcare Distribution Summit. A HIDA … [Read more...]
McKesson, PSS under one roof at national sales meeting
“All In” – the theme of McKesson Medical-Surgical’s recent national sales meeting in Las Vegas, Nev. – combined several layers of meaning. “The theme reflected our strong belief that our success is born out of both the personal commitment of each team member and the full organizational commitment from McKesson as a whole,” said Gary Corless, chief operating officer. “The … [Read more...]
Healthcare Reform Navigation: Patient-centered medical homes
Growing concept calls for care to revolve around the patient, not the caregiver Supplier success in a post‐reform healthcare market depends on a lot of factors, including a fundamental and thorough understanding of the foundation of healthcare reform. This is part of an ongoing series designed to help Repertoire readers understand the implications of reform. Sales reps … [Read more...]
Pubisher’s Letter: In the Blink of an Eye
As a kid, summer vacation, birthdays, and Christmas seemed to take forever to arrive. The next one seemed light years away (although I was too young to know what a light year was). My, how things change as we get older. Seasons fly, years seem like months and birthdays seem to occur weekly. It’s hard to believe we’ve already passed the 20-year milestone for Repertoire. It … [Read more...]
Peter Terry: One of a kind
Independent rep could even sell a skyhook if he had to Peter Terry started his sales career selling Olivetti typewriters out of the Flatiron Building in Manhattan. It was tough work and, in the summer, pretty hot. “That was a true salesman,” says his wife, Elaine. Peter Terry – who subsequently became an independent medical manufacturer rep – died in April. Born in … [Read more...]
Rep Corner: The Highlights
“You’ve always made me feel like I was your only customer.” For Paul Dubois, those words were the best retirement gift he could ask for from one materials manager. By Laura Thill Paul Dubois admits to being somewhat surprised when, 42 years ago, Chuck Evans, then president of Welch Allyn, asked him to bring his wife and infant daughter to his interview for a sales … [Read more...]