With a background in consulting and process improvement, Jack Stephens is molding McKesson Medical-Surgical’s relationships with customers and suppliers. Not long ago, the position Jack Stephens holds at McKesson Medical-Surgical was referred to as supplier management. Stephens’ title today is senior vice president product strategy and supplier partnerships. It’s more … [Read more...]
HIDA Members and SNS Discuss Preparedness During Streamlining Healthcare Conference
By Linda Rouse O’Neill, Vice President, Government Affairs, HIDA In September, more than 900 representatives from leading healthcare distributors, manufacturers, and group purchasing organizations came to Chicago for this year’s Streamlining Healthcare Conference. In addition to discussing leading industry issues, several participants joined representatives from the … [Read more...]
Prepare your customers for USP <800>
Sponsored by B. Braun New standard for handling hazardous drugs goes into effect in December 2019 Beginning December 2019, hospitals, physicians’ offices, home care agencies – in short, any healthcare setting in which hazardous drugs are handled – will be expected to comply with a new standard designed to minimize exposure to such drugs. The standard, USP <800>, was … [Read more...]
November 2017
Click Here to Read (pdf version) TEN MANUFACTURER REPS TO WATCH How you and your manufacturer partners can make a powerful selling team Alex Cathro Brian Colbey Eric Smith Christopher Hallmark Joe King Katie Moothart AJ Pumphrey Dennis Swanton Peter Green Mark Tomchik PUBLISHER’S LETTER CONTRACTING EXECUTIVE PROFILE: … [Read more...]
Razor sharp: Ten manufacturer reps to watch
“Iron sharpens iron,” says Peter Green, MedTech/MedCare, quoting the Book of Psalms. (The full quotation is, “As iron sharpens iron, so one person sharpens another.”) Green believes that manufacturer and distributor reps make a powerful selling team, if they work together. So do the other reps among this year’s “Ten Manufacturer Reps to Watch” feature. See what we mean … [Read more...]
Ten manufacturer reps to watch: Peter Green
Peter Green MedTech/MedCare Representing Health o meter Repertoire: What are the two or three most important things you can do for your distributor rep partners to enhance their sales? Peter Green: My distributor reps are the bloodline to my success, and because of that, I make sure that I keep them up to date on a number of different facets that help them drive more … [Read more...]
Ten manufacturer reps to watch: Mark Tomchik
Mark Tomchik Acuity Medical Representing Detecto Repertoire: What are the two or three most important things you can do for your distributor rep partners to enhance their sales? Mark Tomchik: Encourage timely and frequent communication, mutually beneficial co-travel days, forwarding turn-order orders and leads, participating in dealer meetings, and most important, … [Read more...]
Ten manufacturer reps to watch: Katie Moothart
Katie Moothart Strategic account manager Terumo Medical Repertoire: What are the two or three most important things you can do for your distributor rep partners to enhance their sales? Katie Moothart: Be proactive to reduce their obligation and role in mutual pursuit of targets. Deliver win-win-win solutions (customer-distributor-Terumo). Bring VALUE. In … [Read more...]
Ten manufacturer reps to watch: Joe King
Joe King National account and distribution manager – ASC CareFusion-BD Repertoire: What are the two or three most important things you can do for your distributor rep partners to enhance their sales? Joe King: I look to leverage our national manufacturing agreements with our customer groups for our clinically differentiated products to help generate … [Read more...]
Ten manufacturer reps to watch: Eric Smith
Eric Smith Instrument specialist/non-acute Cepheid Repertoire: What are the two or three most important things you can do for your distributor rep partners to enhance their sales? Eric Smith: Know your audience and the right questions to ask them. For example, focus on technical details with the clinical folks. Save the topic of workflow efficiencies or how your … [Read more...]