Repertoire co-founder Brian Taylor understood that better-educated reps sell better What began as a faxed newsletter to distributor reps in 1993 grew into a company dedicated to training supplier and providers on successful supply chain strategies. Behind that newsletter – now called Repertoire magazine – was Brian Taylor, who, with Chris Kelly, founded Medical Distribution … [Read more...]
Contracting Executive Profile: Lana Smith
Lana Smith, Corporate director, service lines, Adventist Health, Roseville, Calif. As Adventist Health’s corporate director of service lines, Lana Smith leads clinical initiatives that support the Adventist Health Care Transformation Model to provide patient-centered, safe, reliable and evidence-based care across the system. With a focus on the orthopedic service line, she … [Read more...]
Contracting Executive profile: David Chaudier
David Chaudier, Vice president strategic sourcing, Aurora Health Care Inc., Milwaukee, Wisc. David Chaudier joined Aurora Health Care in 1999 and has since held positions in operations improvement, finance, cardiac and surgical service lines, and has served as vice president of operations for Aurora Health Care’s quaternary care hospital, Aurora St. Luke’s Medical Center. … [Read more...]
Blocking and Tackling
By Bob Miller, vice president of sales, Gericare Medical Supply Whether it’s a football game, chess match or sales call, be prepared for every play Editor’s note: Spring is here and, for many long-term care sales reps, Super Bowl Sunday may be the farthest thing from their thoughts. But, as Bob Miller, vice president of sales, Gericare Medical Supply, points out, some of … [Read more...]
HIDA Health Reform Update
By Linda Rouse O’Neill Congress kicks off 2015 with bipartisan, bicameral collaboration SGR repeal gets pushed to September. Is this the year? Every year, and sometimes multiple times each year, Congress makes a habit of delaying a statutorily required reduction to the physician sustainable growth rate (SGR) payment formula that affects overall physician Medicare … [Read more...]
The Winner’s Approach
Distributor reps have many opportunities to succeed, but they must adopt the right approach going forward By Joseph Rini Having had the pleasure of working alongside hundreds of distributor reps spanning three decades, I’ve recognized common traits that the best of the best exhibit. Their job titles can range from acute care rep, to physician office account manager, to … [Read more...]
Serving Today’s IDNs
Owens & Minor is well-suited to meet the complex demands of today’s IDNs, says Frank Martin As hospital systems and IDNs grow larger and more complex, so too do the demands on their supply chain teams. Owens & Minor is prepared to respond to those demands, says Vice President of Business Development Frank Martin. “We decided several years ago that the sweet spot … [Read more...]
Uncertainty is Not an Excuse
By Randy Chittum, Ph.D What effective leaders use to guide themselves and their organizations through uncertainty As I visit and talk with people in various industries, I’ve found the word “uncertain” is used more in healthcare than any other industry. The normal platitudes, such as “fortune favors the bold” or “the best way to predict the future is to create it (Drucker)” … [Read more...]
Publisher’s Letter: A Fun-Filled Legacy
When you take a look at Brian Taylor’s career, there are some wonderful life and business lessons for us to remember. Reading the cover story this month you may notice a pattern by those interviewed. Words often used to describe Brian are fun, smart, caring, curious, Chris Kelly, and fun. I mention fun twice, because in Brian’s mind if it isn’t fun, why do it? Let’s start … [Read more...]