Homework, networking mean the cold call doesn’t have to be so cold anymore. Editor’s note: Repertoire asked a couple of med/surg sales veterans about the current state of the cold call, following the release of a position from the American College of Physicians opposing “unsolicited communications.” It turns out ACP was not targeting med/surg or pharmaceutical reps. (See … [Read more...]
Millennials Will Shake Up Healthcare
By Gina Smith, CMRP, AMS, Director of Business Development, Health Industry Distributors Association Did you know that Millennials are now the largest generation in America? This generation has grown up in an era of ever-increasing technological sophistication that has improved speed, efficiency, and convenience of services. And this experience has shaped how they make … [Read more...]
A Lifeline
PACE allows frail elderly to stay at home, yet under the watchful eyes of an interdisciplinary care team Andrea Logan believes she has seen a viable option for healthcare for the elderly right in southeastern Michigan. It’s a program called PACE. “It offers truly coordinated care for the senior population,” says Logan, vice president of sales, TwinMed, LLC. PACE – the … [Read more...]
MACRA Nuts and Bolts
Editor’s note: The Medicare Access and CHIP Reauthorization Act of 2015 – known as MACRA – will change the way physician practices work, as well as the way distributor reps sell products and services. Repertoire readers should be familiar with the law. But it’s long – almost 2,400 pages. Watch Repertoire for brief explanations of the law throughout the year. This month: A brief … [Read more...]
Intalere Eastern Alliance
By seeking input from all of its members, Intalere Eastern Alliance continues to add new contracts and increase savings for its participants. Amerinet Eastern Alliance was formed in 2013 with the intent “to bring the purchasing power of all of the facilities Amerinet represented together to standardize and lower cost,” David Hanline, then vice chair of AEA and director of … [Read more...]
The Art of Persuasion
By David Thill A reasoned argument convinces a ready 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 sponsor of worldwide TED … [Read more...]
Publisher’s Letter
Love is in the air, except if you’re a caregiver trying to figure out MACRA! Every type of physician practice in America should be signed up under the MIPS or APM program. These two tracks are the pathways to reimbursement in the coming years. Unfortunately, many of your customers don’t realize they need to be signed up today! For example, we hosted a meeting in … [Read more...]