An evolving market calls for new ways of thinking By Laura Thill The long-term care industry is changing, and quickly. As the market evolves into a post-acute-care environment, it’s essential that sales reps understand how this impacts their customers. Perhaps most notably, patient demographics are rapidly expanding. As hospitals discharge patients sooner and sooner, … [Read more...]
Concordance Healthcare Solutions
An independent with plans to go national The three independent distributors who announced plans in December to form Concordance Healthcare Solutions say they can service providers caring for about 70 percent of the U.S. population – and maintain their independent spirit while doing so. That means they’ll maintain local customer service, sales and warehousing, and continue … [Read more...]
A Patient-Centered Lens
First-year medical students get the bigger picture By David Thill 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” initiative. The association awarded grants to 11 medical schools to fund selected innovations … [Read more...]
Supply Chain’s Expanding Role
Under the direction of Matt Pehrson, supply chain at Parallon/HCA Dallas has implemented a pharmacy distribution system. Food and nutrition services is next. By Laura Thill For Matthew Pehrson, there’s no question: The success of an organization depends on bringing together the right mix of individuals. For Pehrson, chief executive officer of supply chain services at … [Read more...]
HIDA Health Reform: Medicare Reimbursement Report
Long-term cuts loom, despite short-term gains By Linda Rouse O’Neill HIDA publishes comprehensive reimbursement policy updates on both Medicare and Medicaid each year, tracking annual changes that will likely influence provider behavior. Last month, we examined some important Medicaid trends. This column will take a look at key Medicare insights, factoring in federal and … [Read more...]
Smart Selling: Distributor Sales Strategies from HIDA
Pump Up Your Presentations to Make the Sale By Elizabeth Hilla You have a big sales meeting coming up. Adding some PowerPoint slides is just the ticket to make your presentation more powerful, right? Well, maybe. PowerPoint or other software like Prezi can indeed make presentations more compelling – or they can take away from the power of your own sales pitch. The … [Read more...]
Demystifying Strategic Thinking
Strategic thinkers spend a lot of time “on the balcony” and off the dance floor. This is the most useful metaphor I have encountered to remind leaders to intentionally seek wider perspective and to ask bigger questions By Randy Chittum, Ph.D. There is a danger in the way we write and think about leaders. In an effort to find leaders to whom we can relate, we choose the … [Read more...]
Publisher’s Letter: A New Era
It’s a new era here at Repertoire: We are excited this month to launch our newest edition to the Repertoire family “Repertoire Post-Acute.” If you are signed up as a Long Term Care, Extended Care, Home Health, Rehab, or Nursing Home rep, starting this issue you will be receiving the Post-Acute version every other month. If you are listed as a primary care, alternate site, … [Read more...]