SPONSORED BY PROVISTA What keeps your customers up at night? Provista – the nation’s largest non-acute supply chain partner – recently asked that question to a sampling of our customers in physician practices, clinics and surgery centers. They told us their top five concerns (respondents were asked to check up to three) are: Would you have said the same? We asked … [Read more...]
March 2018
Click Here to Read (pdf version) Medical Distribution Hall of Fame Paul Julian: To the Point For McKesson Medical-Surgical executive, actions speak louder than words PUBLISHER’S LETTER Patient Treatment Plans Begin with the end in mind Editorial Advisory Board Contracting Executive Profile John Horne: Senior vice president, chief … [Read more...]
Contracting Executive Profile
Editor’s note: John Horne was selected as one of the “Ten People to Watch in Healthcare Contracting by the Journal of Healthcare Contracting, a sister publication of Repertoire John Horne Senior vice president, chief supply chain officer, OSF HealthCare, Peoria, Illinois To align the care delivery system more closely with physicians, OSF HealthCare developed clinical … [Read more...]
Editorial Advisory Board
Repertoire would like to welcome the following people to the magazine’s editorial advisory board for 2018/2019. Richard Bigham Vice President, Primary Care Market IMCO With more than 30 years experience in medical distribution, Richard Bigham has held leadership roles in sales, sales management, vendor relations, marketing, and private brand portfolio development. … [Read more...]
Windshield Time
Crash avoidance technologies Most automakers offer crash-avoidance systems on 2018 models, reports the Insurance Institute for Highway Safety. IIHS studies of police-reported crashes and Highway Loss Data Institute analyses of insurance losses have found that many of these features are reducing crashes in the real world, including: Front crash prevention systems, which … [Read more...]
To Win ASCs’ Business, Understand Their Unique Needs
Smart Selling: Distributor Sales Strategies From HIDA By Elizabeth Hilla, Senior Vice President, Health Industry Distributors Association Ambulatory surgery centers (ASCs) increasingly deliver complex medical care, as more procedures move from inpatient to outpatient settings. Surgery centers are projected to increase their share of all outpatient surgery types by the end … [Read more...]
Patient Treatment Plans
By Jim Poggi Begin with the end in mind In the case of patient treatment plans, the end is always the same. It may not be fun to think about, but a disease, an accident or an act by the patient themselves ends their life. We may not think in these terms, or face this somewhat grim reality every day, but the physicians and care givers who are our customers and prospects … [Read more...]
Rep Corner: Lee Crane
Sales Pro Unhappy customers have one thing in common: They have long memories. It’s a lesson Lee Crane learned years ago as a golf pro, and one he keeps in mind today as a territory manager for MedPro Associates, the national contracted sales firm specializing in the healthcare industry. Crane lives in Houston and services South Texas and Louisiana, but it’s still … [Read more...]
Quick Bytes
It’s about being everywhere It was Google versus Alexa at the Consumer Electronics Show in Las Vegas, reports Wired. “Right now, by all accounts, Amazon's Alexa is winning the virtual assistant battle,” its editors report. “It was in hundreds of third-party devices at last year's CES, and though Amazon doesn't release specific sales figures beyond the ‘tens of millions’ … [Read more...]
Publisher’s Letter
Believe in the Value of the Rep It is our annual Hall of Fame issue, and I am happy to say this year’s inductee, McKesson Medical Surgical’s Paul Julian, was a straight commission rep calling on primary care. In his day, reps made a huge difference in the med/surg industry. I spoke with Gary Keeler about Paul a few weeks ago, and he emphasized how important it was that … [Read more...]