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...]
Contracting Executive Profile: Bob Hornsby
Bob Hornsby, system director, supply chain management, Riverside Health System, Newport News, Va. Bob Hornsby, system director, supply chain management, Riverside Health System, Newport News, Va. Five acute care hospitals, a psychiatric hospital, a physical rehabilitation hospital and the IDN’s Hampton Roads specialty hospital, along with an array of outpatient diagnostic … [Read more...]
Contracting Executive Profile: Bob Beyer
Bob Beyer, Vice president, supply chain services, Hospital Sisters Health System (HSHS) Springfield, Ill. Hospital Sisters Health System consists of 14 acute care facilities based in Wisconsin and Illinois; three separately incorporated medical groups, which employ more than 500 physicians. Bob Beyer joined Hospital Sisters Health System in 1999 as the corporate director … [Read more...]
HIDA Health Reform Update
By Linda Rouse O’Neill Getting a Head Start on the 2015-2016 Flu Season Summer has flown by once again and it’s hard to believe that winter will be here in two short months. As a result, now is a great time to start preparing for the upcoming influenza season with your customers, ensuring flu vaccine orders are placed and adequate inventories are ready for deployment. In … [Read more...]
Distributor Sales Strategies from HIDA
Are your customers wasting time price shopping? By Elizabeth Hilla Every so often, your customers may think they can find a lower price for medical products outside of distribution or with another vendor. And chances are, they’re probably right. For them, lower prices equate to unrealized savings that can add up over time and boost their bottom line. What they may not … [Read more...]
HIRA 2015 Annual Conference
Independent reps and manufacturers who use outsourced selling gathered at the Health Industry Representatives Association Annual Conference this summer in Charlotte, N.C. In keeping with the city’s pre-eminence in NASCAR racing, HIRA chose “Stay on Track” as the theme of the conference. But the theme applied to more than car-racing, says Executive Director Charlie Higgins, … [Read more...]
PUBLISHER’S LETTER: A Set of Skills
This year marks my 18th year in med/surg sales, and 21st in the sales field. If you have ever been fortunate enough to sleep through one of my presentations you know my bio reads, “After barely graduating from Liberty University in 1993, Scott got his MBA in the art of selling at Westside Toyota in Jacksonville, Fla.” While some people may not take pride in selling cars, I … [Read more...]