Click Here to Read (pdf version) Excellence in Sales Awards Nick Riordan Todd Matthews PUBLISHER’S LETTER Kickoff to Selling Season The Opportunity for Independents Significant change can mean new advantages for distributors. Distributor Sales Strategies from HIDA Making “lean” concepts work for you. HIDA Health Reform Update IDN … [Read more...]
News
MDSI announces new regional distribution manager MDSI (Lawrenceville, Ga.) is pleased to announce that Tyler Moss was named regional distribution manager for the southeastern U.S. In this role he will manage some of MDSI’s distribution products, including Repertoire Magazine, EOL, and RepConnect at the distribution sales representative level. He will be based in Atlanta and … [Read more...]
Practice Points
Spotting a Client in Duress By Laurie Morgan, Capko & Morgan Does it seem like you never talk to the same person twice at one of your practices – and that no one remembers you, even though the practice was once eager to do business? Have you wondered if you just haven’t tried the right way to keep the momentum going with a physician owner or administrator? The … [Read more...]
Rep Corner: Going the Distance, Polly Van Slambrouck
For industry veteran Polly Van Slambrouck, standing still is not an option By Laura Thill Polly Van Slambrouck is always willing to go the extra mile. Whether she is finding the perfect solution for her hospital customers or participating in breast cancer walks to honor friends, the Tri-anim Health Services specialty distributor rep refuses to stand still. Time for … [Read more...]
QuickBytes
What’s in your wallet? Possibly nothing, if Apple, Google and Samsung come through on their promise to change the way people pay for goods and services. The three tech companies are intent on offering incentives for consumers to use their digital wallets, according to the Chicago Tribune. At press time, Apple was adding store-issued credit cards and store rewards programs to … [Read more...]
Windshield Time
Affordability and efficiency For sales reps who are in the market for a new car, Autotrader's expert editors say now is a great time to make a purchase, as dealerships are flush with affordable models that are fuel-efficient and thoughtfully designed. True, Autotrader is targeting recent college grads, but they appear to be on to something – namely affordability, style, safety … [Read more...]
Healthy Reps: Fighting Childhood Obesity
September is National Childhood Obesity Awareness Month – an opportunity for sales reps to help their accounts ensure pediatric patients stay healthy. There may not be a simple solution to the nation’s childhood obesity dilemma. But, one of the best places to start is by increasing public awareness. Physicians can be proactive by educating their younger patients on healthy … [Read more...]
For value analysis professionals: Data + Patience = Confidence
Sales reps calling on IDNs would do well to learn a new formula that is of importance to their hospital and IDN customers: Data (generated through evaluations, unbiased studies, etc.), plus Patience (so that well-executed studies and thoughtful discussion among various stakeholders can take place without undue haste), equals Confidence that the provider has selected the right … [Read more...]
Small Physician Practices Still Dominate
But ownership changes continue to develop A new study on physician practice arrangements by the American Medical Association shows that most physicians provide care to patients in small practices. Even so, the percentage of doctors who work directly for a hospital or in practices that have at least some hospital ownership continues to increase. “These data show that the … [Read more...]
Observation status: Time for a change?
Growing concern over the impact of hospital observation status on Medicare patients in skilled nursing facilities has led to talk of a change in policy. It’s not that emergency doctors are to blame when a quick diagnosis is unclear. And, perhaps they are being cautious in order to avoid retroactive in-patient denials due to lack of medical necessity. But, placing their … [Read more...]