SPONSORED BY BOVIE Effective procedure lighting is a critical component of a well-functioning medical environment. To see clearly and correctly, the lighting needs to be intense, uniform, and close to white as possible to show the subjects true color. Additionally, a quality light will offer diming and a large enough diameter LED array to provide exceptional shadow control. … [Read more...]
Equipment Selling Strategies
Patient experience, outcomes and cost all factors to consider in equipment sales Equipment selling has never been for the impatient. Sales cycles are longer than those for most med/surg items. More dollars are typically at stake. More people are involved in the decision-making process – particularly as physician practices are acquired by IDNs and health systems. And GPOs are … [Read more...]
Distributors Educate Lawmakers at Washington Summit
Linda Rouse O’Neill, Vice President, Government Affairs A record number of HIDA member executives converged on Capitol Hill last month to educate lawmakers about key issues impacting healthcare suppliers and providers. More than 60 executives participated in over 100 meetings with members of Congress, their staff, and federal agency leaders during HIDA’s annual … [Read more...]
Rising Acuity Levels
By Gina Smith, CMRP, AMS, Director of Business Development, Health Industry Distributors Association Rising acuity levels are driving cost increases at long-term care facilities, according to HIDA’s most recent Extended Care Market Survey. The number of facility administrators reporting higher acuity since last year reached 82 percent, a 9 percentage point increase from the … [Read more...]
Clinical Pathways
What happens after discharge? Repertoire readers may be familiar with clinical pathways in the hospital – that is, well-researched, well-documented paths to providing care that result in optimum outcomes. But what about clinical pathways for patients following their hospital stay? When should that patient be discharged? And to what kind of facility, or perhaps home? For how … [Read more...]
The Third Science
By David Thill A knowledge of anatomy isn’t enough for tomorrow’s doctors. How about economics, social determinants of health, biostatistics, and leadership? Editor’s note: Sensing a gap between how physicians are educated and the future needs of the U.S. healthcare system, the American Medical Association in 2013 launched its “Accelerating Change in Medical Education” … [Read more...]
Doing What’s Best – No More, No Less
By David Thill The University of Vermont approaches its own faculty for ways to eliminate low-value practices Rising costs and an increasing emphasis on quality have forced doctors and hospital administrators to question the value of certain time-honored practices, particularly those that may be overused or do not provide meaningful benefit for patients. The result has … [Read more...]
Moving Ahead
Three years after its acquisition of PSS World Medical, it’s “game on” for McKesson Medical-Surgical. McKesson Medical-Surgical chose “Game On” for the theme of its springtime sales meeting in Grapevine, Texas, for two reasons: It signified the kick-off to its fiscal year for the sales team, and it marked the completion of the integration of PSS World Medical and the … [Read more...]
Publisher’s Letter: Equipped for Partnerships
When is the best time to sell equipment? How about now? As Repertoire Editor Mark Thill writes in this month’s cover story: Traditionally, providers get highly motivated to buy equipment toward the end of their fiscal year, because they don’t want precious budgeted dollars to go to waste. To a large extent, that is still true, according to those with whom … [Read more...]