Click Here to Read (pdf version) The Pursuit of Excellence Amidst so many changes in U.S. healthcare, one thing remains the same: The impact of the salesperson on the delivery of patient care. As we have since 2000, Repertoire is pleased to recognize sales excellence on the part of a distributor rep and a manufacturer rep, with the … [Read more...]
Windshield Time
Arizona accident The death in March of a pedestrian hit by a self-driving car in Arizona “is a sad reminder of the dangers of overreliance on autonomous and semi-autonomous vehicle technology," said Dr. Richard Harkness, CEO of ADEPT Driver, a developer of crash-avoidance training programs. "In this heartbreaking case, a driver was behind the wheel, but did not override the … [Read more...]
In Today’s Healthcare Environment, Less Really is More
Smart Selling: Distributor Sales Strategies From HIDA By Elizabeth Hilla, Senior Vice President, Health Industry Distributors Association Salespeople naturally tend to want to sell more. It’s hard to make your quota by selling less! But when selling to today’s healthcare supply chain managers, showing them how they can buy less can help them achieve their savings … [Read more...]
Right Image, Right Time
Health focus: Imaging Resource for doctors facilitates high-value imaging Imaging is life-saving. But too much imaging leads to unnecessary costs, not to mention the risk to patients of needless exposure to radiation. Radiologists understand this. The American College of Radiology has been working to help its members, referring physicians and the public differentiate … [Read more...]
Proficiency Testing
By Jim Poggi OMG it’s PT So, the boss called and said you need to increase your lab sales – NOW. With flu kit season over, it’s time to get back to selling. Sound familiar? It does to me. I heard it pretty much every year for a decade or so. So, what do you do? Where is the low hanging fruit? Inevitably it always starts with selling more product to current … [Read more...]
Rep Corner: Kim Soler
Ultimate Insider Kim Soler is smart on the phone As a student at Kean University in Union, New Jersey, Kimberly Soler had a goal – to be a journalist and start a magazine, perhaps one focused on urban hip-hop. Public relations was another option. Either way, she wanted a future in communications. As it turns out, she eventually got it, though not in the way she had … [Read more...]
Medical Device Tax Win Underscores the Value of Advocacy
HIDA Government Affairs Update By Linda Rouse O’Neill, Vice President, Government Affairs Earlier this year, distributors and manufacturers scored a major victory when Congress reinstated the moratorium on the medical device tax for two years as part of the deal to fund the government. These organizations were able to effectively communicate to lawmakers how they … [Read more...]
Publisher’s Letter
To Those Who Carry A Bag As we head into “National Sales Meeting” season, I am reminded of the gratitude our industry owes the men and women in the field – the ones who carry a bag. They also carry our message, and our future. Those brave reps that knock on doors and make cold calls grow not just their own business, but our industry’s as well. Last month, during our … [Read more...]
News
Cardinal Health survey finds 40% of providers have canceled surgical cases due to lack of supplies According to a new Cardinal Health (Dublin, OH) survey of surgical staff and hospital supply chain decision-makers, the OR needs better supply chain management systems and analytics to help reduce costs and support patient safety. Nearly half (40%) of respondents revealed … [Read more...]
Excellence in Sales: Mike McJet
Mike McGoldrick is loyal to customers, manufacturers, colleagues…and the New York Jets He says he’s no whiz-bang. In fact, he probably is. The thing about Mike McGoldrick is, he keeps things simple. No ostentation, no uber-aggressiveness. Just honesty, loyalty and hard work. In return, he earns the trust of his customers and manufacturer partners, and plenty of … [Read more...]