Click Here to Read (pdf version) Ready for 2016 Rep survey reveals morale is high In Life, as in Sales… Publisher's Letter: Embracing Complexity Owens & Minor Set for 2016 The Power of Two Two regional distributors join forces, but not board rooms How ‘Dropping the Rope’ Can Help You Pick Up More Business Hida Healthcare … [Read more...]
In Life, as in Sales…
Reflections for the new year Editor’s note: Every month, Repertoire Senior Editor Laura Thill talks to interesting, successful reps and others in distribution about their past, their journey in sales, their thoughts on success in sales and in life. Here are some of 2015’s greatest hits … and food for thought for 2016. Matt Birney, senior diagnostic sales consultant, … [Read more...]
Rep survey reveals morale is high
By Mark Thill Sales reps who responded to a recent Repertoire survey remain “all in” the profession that some entered as many as 40 years ago. Morale is high, and most would do it again if they had the chance. The survey, conducted in November 2015, followed by one year a similar survey, in which Repertoire set out to take the pulse of the medical sales profession. Only … [Read more...]
Ready for 2016
Six reps share their thoughts about selling in the year ahead What does the year ahead hold for you in the field? What will you need to be successful? Repertoire asked several readers these questions. Sharing their thoughts were: Tom Cook, account manager, McKesson Medical-Surgical Territory: Orlando, Fla. Years in medical sales/management: 23 Dick Daley, field sales … [Read more...]
news
Claflin Pull Dogs: Stronger, faster Warwick, R.I.-based Claflin Company earned accolades this fall, as 25 company members pulled together – literally – to move a 140,000-pound FedEx 757 plane tug-of-war style 12 feet. The event took place at T.F. Green Airport in Warwick during the Ninth Annual MS Jet Pull for the National Multiple Sclerosis Society’s Greater New England … [Read more...]
What’s in a Name?
Are administrators, office managers, and practice managers the same? By Laurie Morgan Recently, my consulting group helped four specialists start up a new practice. When it came time to hire the practice’s management leader, we created a recruiting plan for a practice administrator. The doctors wanted to advertise for an office manager instead. “If we say ‘administrator,’ … [Read more...]
Rep Corner: Set Sail
By Laura Thill For one sales manager, a high school community outreach project has evolved into a lifelong passion. Years ago, when Drew Kenney, a catalog circulation manager and designer for Hopkins Medical Products, had to select a community project to fulfill a high school requirement, it made sense to reach out to the Downtown Sailing Center in his hometown of … [Read more...]
Healthy Reps: Practice What We Preach
You’ve filled your customers’ orders for flu vaccine. But, have you addressed your own needs? It’s not too late. Although flu season generally peaks in January or February, it can occur as late as May, according to the Centers for Disease Control and Prevention (CDC). While the agency recommends early immunization, it points out that it’s not too late to be vaccinated in … [Read more...]
Quick Bytes
Device of choice According to a recent report by the Pew Research Center, more young adults own smartphones than laptop or desktop computers. Compared with three years ago, when 90 percent of young adults owned computers and only two-thirds owned smartphones, today nearly 86 percent of adults under 30 own a smartphone and 78 percent own a laptop or desktop computer. Sales of … [Read more...]
Windshield Time
Halt! Who goes there? In the case of a car recently pulled over by police in Mountain View, Calif., no one. The car, traveling 24 mph in a 35-mph zone, was causing a backlog of traffic, according to a police statement. But when the officers looked inside the vehicle, it became clear it was a self-driving car – one of Google’s autonomous vehicle projects, which reportedly has … [Read more...]