Dennis Swanton Corporate accounts manager Halyard Health Repertoire: What are the two or three most important things you can do for your distributor rep partners to enhance their sales? Dennis Swanton: For a strong partnership, communication is key. For example, I periodically email my distributor reps to keep them up-to-date on new products, key products, and … [Read more...]
Ten manufacturer reps to watch: Christopher Hallmark
Christopher Hallmark Account executive Alere Repertoire: What are the two or three most important things you can do for your distributor rep partners to enhance their sales? Christopher Hallmark: Ask them to explain what the customer’s drivers are and why they sell what they sell into certain accounts. This enables me to focus on the customer’s needs and position … [Read more...]
Ten manufacturer reps to watch: Brian Colbey
Brian Colbey Senior sales specialist Abbott Point of Care Repertoire: What are the two or three most important things you can do for your distributor rep partners to enhance their sales? Brian Colbey: Follow up, follow up, follow up. Customers live in an iPhone world, where information is easily accessible 24 hours a day. As such, they expect an immediate response … [Read more...]
Ten manufacturer reps to watch: Alex Cathro
Alex Cathro A Cathro Medical Representing Bovie Medical Repertoire: What are the two or three most important things you can do for your distributor rep partners to enhance their sales? Alex Cathro: First, after 35 years as a distributor rep myself, I know their business. I know their fears, concerns, challenges and the importance of hitting their numbers. When I’m in … [Read more...]
Ten manufacturer reps to watch: AJ Pumphrey
AJ Pumphrey Health Systems Sales Sekisui Diagnostics Repertoire: What are the two or three most important things you can do for your distributor rep partners to enhance their sales? AJ Pumphrey: Make sure they are armed with the right information about our company and products. Ensure we maintain a regular dialogue of offering support and collaboration of mutual … [Read more...]
Diabetic Eye Disease: The Facts
Because diabetic retinopathy often goes unnoticed until vision loss occurs, people with diabetes should get a comprehensive dilated eye exam at least once a year. Diabetic eye disease comprises a group of eye conditions that affect people with diabetes, and that can cause severe vision loss or blindness: Diabetic retinopathy. Diabetic macular edema (DME) … [Read more...]
Windshield Time
Your car: A mind of its own Self-driving, or autonomous vehicles are about 10 years away How old are you? If you’re 50 or younger, and you intend to remain in medical products sales, there’s a good chance you’ll be driving to your next sales call in (or being driven there by) an autonomous or self-driving vehicle. Backup cameras and adaptive cruise control technologies … [Read more...]
Use Social Media to Reach Beyond Your Base
Smart Selling: Distributor Sales Strategies From HIDA By Elizabeth Hilla, Senior Vice President, Health Industry Distributors Association In a previous column, I noted that many of us in the business world use LinkedIn every day to find information about the people at companies with which we work. I pointed out that your customers do this too, so maintaining a … [Read more...]
Publisher’s Letter
Bringing Back the Good Old Days This issue is one of my favorites of the year, because I love Thanksgiving, and I always enjoy reading about the manufacturer reps to watch. As I was reading through the writeups on each of the superstars, it struck me how important their role truly is to all of us. I had 20-plus meetings with manufacturers during HIDA this year, … [Read more...]
RepCorner: Brandon Young, Parts Unknown
Iowa-born and bred, Brandon Young calls on an even vaster expanse today Cause and effect. There’s something to it. “I was a pretty tough kid from having an older – and much bigger – brother, and growing up on a farm,” says Brandon Young, Alaska-based field sales consultant for Henry Schein. So, for Christmas in fifth grade, his mother gave him a wrestling singlet and … [Read more...]