This year, take precautions and avoid illness. Flu season is upon us, and the more informed people are, the more likely they are to avoid contracting the disease and passing it along to others. Flu season is also an opportunity for sales reps to remind their physician customers to educate their staff and patients about prevention protocols. There are three types of flu … [Read more...]
October 2014 Issue
Click Here to Read (pdf version) An Acute Conversation Better care starts with dialogue: Society of Hospital Medicine Fostering the discussion:American College of Emergency Physicians Balancing patients’ safety, concerns and fears, and cost-effective medicine: American Society of Anesthesiologists Dialogue is needed regarding non-value-added … [Read more...]
news
Lee Still appointed VP of Sales for Tri-anim Tri-anim Health Services, a specialty healthcare supplier, recently announced the promotion of Lee Still to Vice President of Sales. In his new role, Still is responsible for leading Tri-anim’s U.S. Sales Team, which consists of nine Regional Sales Managers, Tri-anim’s Sales Support Team and over 75 Account Managers nationwide. … [Read more...]
Mindful Leadership
The benefits of being intentional By Randy Chittum, Ph.D. Mindfulness and meditation are now being taught at Google, General Mills and Target -- among others. Though corporate America may have just discovered this, it has been taught and practiced for thousands of years. The power of mindfulness is in its simplicity. It is basically the ability to bring and hold your … [Read more...]
Pricing: Make it straight, narrow and low
Without rationality or transparency in pricing, vendors and providers will continue to squabble about price instead of discussing the bigger issues facing them – total cost, efficiency and innovation. That’s why some providers are choosing to partner with vendors who offer straightforward, transparent and low prices. Providers have no choice but to seek the low-cost vendor, … [Read more...]
ANAE Annual Conference: America’s Traffic Cop
Walmart has steadily built itself into a healthcare giant, with more plans in the works When people think of Walmart, the first thing that comes to mind is retail giant – a place to shop for household goods, groceries and more. Those in distribution think of the company’s supply chain expertise, while those in contracting think of hard-nosed negotiators. But there’s … [Read more...]
Strategy, not Tactics
Speakers at HIRA meeting underscore the importance of strategic thinking Cleveland has more to boast about than LeBron James. Excellent restaurants, night life, a great sports stadium, the Rock and Roll Hall of Fame and – of particular significance to Repertoire readers – the Global Center for Health Innovation. It was also home to the Health Industry Representatives … [Read more...]
Rep Corner: Power Up
For one sales executive, doing the heavy lifting takes on a unique meaning. By Laura Thill Nick Marinis makes competitive weight lifting look easy. But, don’t be fooled. Despite the Blickman Inc. executive vice president’s impressive track record, he’s clear that this is not an easy sport. In fact, advancing in competitive weight lifting is somewhat of an evolution, he … [Read more...]
Rusty Renfroe: Never Coasted
Recently retired McKesson area sales manager cared about his customers, his company and, most of all, his people Jay Keene remembers his first conference call with fellow sales managers in 1995 or thereabouts. “Rusty was talking about just having a sales meeting with his team and how fired up they were,” he recalls, speaking of Rusty Renfroe, area sales manager for McKesson … [Read more...]
A Simple Formula for Success
Present money-saving options, listen intently and respond in a timely fashion, advises Chris Lord, 2013 NDC Representative of the Year Working in the warehouse, customer service and purchasing for 15 years isn’t bad training for a field sales rep. From 1984, when he joined Metropolitan Supply Co., until 1999, when he got a territory for Claflin Co. (which had acquired … [Read more...]