Excelerate brings clinical perspective to the supply chain As hospital supply chain executives continue to recognize the value of fully engaging their clinicians, more and more are on board with a physician-engaged sourcing model, which makes physicians and administrators mutually accountable for their organization’s healthcare costs while delivering quality patient care. … [Read more...]
HIDA Government Affairs Update
By Linda Rouse O’Neill The power of advocacy If you’ve ever wondered if grassroots lobbying works, consider the medical device tax. Last June at HIDA’s annual Washington Summit, many of our distributor participants had the opportunity to bring up the tax’s negative impacts during meetings with key members of Congress and their staff. This was a crucial opportunity to … [Read more...]
Smart Selling: Distributor Sales Strategies from HIDA
By Elizabeth Hilla Using Email As An Effective Prospecting Tool Traditionally, prospecting has meant cold calling – knocking on doors of practices or facilities with which you don’t currently work, looking for the rare friendly face who might be interested in a new supplier. Cold calling still has its place, but I find email prospecting often provides a greater payoff … [Read more...]
HIDA Executive Conference
Outlook: Mostly sunny, some cloud cover Healthcare remains a positive part of the U.S. economy, and telemedicine appears to be taking off. However, many of the new dollars being spent on healthcare can be attributed to pharmaceutical expenses. Meanwhile, pricing accuracy remains a burr in the saddle of supply chain players. These are among the take-aways from HIDA’s … [Read more...]
‘Soar with Us’ is theme of Henry Schein Medical’s 18th annual national meeting
Henry Schein, Inc. hosted its annual Medical National Sales Meeting this spring at Gaylord Texan Resort & Convention Center in Dallas, Texas. The meeting brought together more than 1,400 attendees, including 600 supplier partners and 200 exhibitors. The theme of this year’s meeting was “Soar With Us.” The meeting featured presentations by Henry Schein executives, as well as … [Read more...]
All Under One Roof
By Laura Thill Pharmaceutical distributor uses in-house reps to connect with 25,000 clinics David MacFarlane’s decision to start his own pharmaceutical distributorship came in 1991, when the sales consultant realized this could enable him to make a greater impact on his customers. “At the time, it made sense to help clinicians manage the injectables they needed to run … [Read more...]
Publisher’s Letter: Slowing Things Down
It happened so fast. At one point during the final round of the 2016 Masters, defending champion Jordan Spieth hit four birdies in a row. As he headed to No. 10 of Augusta National, he had what looked like a commanding three-shot lead. Who would have ever guessed just 37 short minutes later he would be trailing by four strokes? On my ride into work this morning I listened … [Read more...]