Repertoire: What two or three things do you offer your distributor rep partners to enhance their sales? Ian Rodenberger: As distributors are experiencing more pressure on margins, and purchasing channels are becoming more sophisticated, we can provide a comprehensive portfolio of products and services that span across the ambulatory market to enhance the healthcare … [Read more...]
Brian Warren, territory manager, Southwest, Masimo
Repertoire: What two or three things do you offer your distributor rep partners to enhance their sales? Brian Warren: My distributor partners and our customers view me as a key resource for non-invasive monitoring whom they can trust. I’ve built that trust by exhibiting an unmatched level of product knowledge and dependable communication standards. The most significant … [Read more...]
Gloria Lind, director of sales, West, Dukal Corp.
Repertoire: What two or three things do you offer your distributor rep partners to enhance their sales? Gloria Lind: Dukal…offers a true consolidation model for all market segments. Distributor rep partners are afforded the opportunity to system sell, capture large orders and retain those sales with each purchase order cycle. They don’t have to hunt and paw through a sea of … [Read more...]
Mike Webb, ambulatory care specialist, B. Braun Medical
Repertoire: What two or three things do you offer your distributor rep partners to enhance their sales? Mike Webb: Clinical expertise, teamwork and understanding of the customer’s perspective. Distributor reps are looking for someone who can bring value to their customer. My role as the product expert allows me to give advice, provide options and answer any clinical … [Read more...]
Industrial Approach to Healthcare Supply Chain
David Hargraves’ decision to leave the University of Pittsburgh Medical Center to join Premier Inc. might have been a surprise to many in the industry…except those who know him. Throughout his professional career, David Hargraves has focused on learning new skills and moving things forward. Joining Premier in March 2015 was simply more of the same. “The driving … [Read more...]
Making a Connection
By David Thill Here are some steps you can take to keep the attention of your audience Editor’s Note: Whether selling a product, training hospital staff, or presenting to the board of directors, the quality of the presentation matters just as much as the content. Chris Anderson, president of TED – the nonprofit organization dedicated to spreading innovative ideas, and … [Read more...]
Publisher’s Letter
Post-Election Plans Take a deep breath, and exhale. The election is over. Half of our country is ecstatic over the results, while the other half wants to move to another country. Yet despite how divisive this election season was, I still believe we have more to be thankful for as Americans than any other country in the world. So now we look forward to how the … [Read more...]