By Gina Smith, CMRP, AMS, Director of Business Development, Health Industry Distributors Association Patient experience measures are becoming increasingly important for reimbursement in all markets, but they present particular challenges in extended care. Many long-term care patients are unable to speak for themselves or fill out surveys. As a result, patients’ families … [Read more...]
Post-Acute Nutrition
ProMedica and Concordance Healthcare Solutions have combined to take the concepts of post-acute care and population health to a new level. ProMedica’s Food at Discharge program ensures that patients in need get a three-day supply of nutritious food upon discharge. Toledo, Ohio-based ProMedica buys the non-perishable food items, and Concordance inventories, packs and ships … [Read more...]
Post-Acute Lessons
By Mark Thill “The long-term care industry is changing, and quickly,” wrote Senior Editor Laura Thill at the beginning of the year, when Repertoire launched its post-acute-care section. “As the market evolves into a post-acute-care environment, it’s essential that sales reps understand how this impacts their customers.” That has been our mission this year, and will … [Read more...]
The Next Generation
By David Thill Repertoire readers can expect to serve a new kind of customer in the coming years. “The work we’re doing…will directly impact the way that healthcare will soon be delivered to patients nationwide,” said Susan E. Skochelak, M.D., MPH, group vice president for medical education at the American Medical Association (AMA), in a March press release. Skochelak, … [Read more...]
Ryan Ward, ambulatory care sales representative, Welch Allyn
Repertoire: What two or three things do you offer your distributor rep partners to enhance their sales? Ryan Ward: As the healthcare industry continues to shift toward value-based medicine, it’s more important than ever for the manufacturer rep to serve as a consultant to the distributor rep and his/her customer. Gone are the days of selling to a feature or a promotion. It … [Read more...]
Beckie Greer, senior manager distributor sales – MW, Sysmex America
Repertoire: What two or three things do you offer your distributor rep partners to enhance their sales? Beckie Greer: Distributor reps have many manufacturer reps with whom they can choose to work. While product quality and reliability are important factors in their choice to lead with Sysmex, providing them with support and confidence that we will be a partner they can … [Read more...]
Bill West, account executive, distribution and alternate care, Sekisui Diagnostics, LLC
Repertoire: What two or three things do you offer your distributor rep partners to enhance their sales? Bill West: Margin enhancement ideas; value-based solutions for their end users and money-making ideas for the account; and my 30-plus years medical sales experience. For example, the doctor is usually the one reading the microscope. By switching to CLIA-waived OSOM … [Read more...]
Alexis Sailor, channel sales specialist, Roche Diagnostics
Repertoire: What two or three things do you offer your distributor rep partners to enhance their sales? Alexis Sailor: Having been a distributor rep and now a manufacturer rep, I believe my past experience and background creates a stronger partnership with my current distributor partners. I understand that our distributor reps are counting on us to deliver a top-notch … [Read more...]
Josh Papelbon, senior account manager, Quidel
Repertoire: What two or three things do you offer your distributor rep partners to enhance their sales? Josh Papelbon: The key word in that question is “partners,” because I truly look at my distributor reps as partners. I think for any partnership to be successful, there must be an aligned strategy to implement, and the pillars upon which that strategy is built on are … [Read more...]
David Szvetecz, territory sales manager, PDI Healthcare
Repertoire: What two or three things do you offer your distributor rep partners to enhance their sales? David Szvetecz: I try to make it easy for them to work with me. When a distributor rep partner helps to introduce me to an account, I take that very seriously. I demonstrate to them how I can create a seamless transition to the PDI products by helping to create an … [Read more...]