Nick Riordan: High impact Working behind the bar at his parents’ restaurants wasn’t a bad place for Nick Riordan to learn about excellence in sales. “Being a bartender, you become friends with everyone who comes to the bar,” says Riordan, ambulatory care sales representative and recipient of this year’s Repertoire/HIDA Excellence in Sales Award for a manufacturer rep. … [Read more...]
Distributor Award: Todd Matthews
Todd Matthews: Customers come first Todd Matthews learned what selling was all about on his first day in the field almost 25 years ago. “It was the first account I ever went into,” says Matthews, sales rep for McKesson Medical-Surgical. “I was so excited. The lady slides the glass open and I said, ‘I’m Todd Matthews, the new rep for PSS.’ “She slid the glass back … [Read more...]
Excellence in Sales
Distributor Manufacturer 2015 Todd Matthews, McKesson Medical-Surgical Nick Riordan, Welch Allyn 2014 Chuck Ryan, McKesson Medical-Surgical Nate Williams, Midmark 2012 Paul Lilly, McKesson Medical-Surgical Louis Cupo, Cardiac Science 2011 KC Meleski, Claflin Equipment Mimi Hobson, Terumo 2010 Steve Marshall, Cardinal Health Mike Paige, Med … [Read more...]
Contracting Executive Profile: Andy Motz
Andy Motz, vice president, chief procurement officer, Sisters of Charity Health System, Cleveland, Ohio. Five hospitals, two elder care facilities, three grant-making foundations and six outreach organizations in Ohio and South Carolina; total purchasing volume of over $200 million in supplies and purchased services. Andy Motz joined Sisters of Charity Health … [Read more...]
Contracting Executive Profile: Alan Edwards
Alan Edwards, Vice President of Supply Chain Solutions, Mary Washington Healthcare, Fredericksburg, VA. Mary Washington Hospital – 400 beds; Stafford Hospital – 100 beds; 28 healthcare facilities and wellness services. In 2010, Alan Edwards became Mary Washington Healthcare’s first supply chain executive. Today, he focuses on implementing sustainable business … [Read more...]
HIDA Health Reform Update
By Linda Rouse O’Neill Vice President, Government Affairs, HIDA A glimpse into physician reimbursements post-SGR In July, the Centers for Medicare & Medicaid Services (CMS) issued its proposed calendar year (CY) 2016 fee schedule updates for physicians and other practitioners. Physicians can expect a 0.5 percent Medicare reimbursement increase for CY 2016 under the … [Read more...]
Distributor Sales Strategies from HIDA
Making “Lean” Concepts Work for You By Elizabeth Hilla You’ve probably heard the term “lean” in reference to various business processes. Some healthcare and business leaders use the term to describe any efficient practice, while others are specifically referring to sophisticated “LEAN/Six Sigma” methods to root out waste and improve processes. No matter which kind of … [Read more...]
The Opportunity for Independents
Significant change can mean new advantages for distributors By Ted Almon Do independent distributors stand a chance in an age of provider and supplier consolidation? Yes. But they have to bring something different – products and services – to the table than their giant competitors. Doing so will require new perspectives and new skills. It’s no secret that our … [Read more...]
Publisher’s Letter: Kickoff to Selling Season
Back to school means football, fall colors, and a little more family time, but for our industry it also means selling season. This will be my 18th year in the industry, and every September I remember my first year as a rookie. Bill Riddell, formerly with PSS and Healthlink, came into the warehouse where I was serving my six months of training, and yelled “The kids are back … [Read more...]