Concordance opens new Chicago location Concordance announced the opening of its newest distribution center in Chicago, Illinois. The new location opened for operation during the last week of September. Concordance first began servicing Rush University Medical Center in early spring 2019 from a smaller location which Rush University Medical Center had been using prior to … [Read more...]
Windshield Time
Watch out for bicyclists The National Transportation Safety Board is calling for a major policy overhaul to combat the rise in bicyclists killed in crashes with motor vehicles, after completing its first study of bicyclist safety since 1972. According to the National Highway Traffic Safety Administration’s most recent census of fatal motor vehicle crashes, 854 bicyclists … [Read more...]
Decision Point for Retail Clinics
By Mark Thill Maybe it was inevitable that operators of retail clinics would one day be forced to choose between expanding their healthcare offerings or scaling back their commitment to in-store clinics. Judging from developments in the latter half of 2019, that day may be at hand. In October, Walgreens announced it would close all (157) of its company-managed Walgreens … [Read more...]
Publisher’s Letter
Seeing Clearly in 2020 In 2017, my business partner recommended I check out Warby Parker, a manufacturer of eyeglasses. At first, I shrugged the suggestion off. What could be so different about one company to the next – they’re readers, for Pete’s sake. Since that time, I’ve grown to love this company. Not only do they make a great product, they stand behind … [Read more...]
Questioning Strategies to Help You Close the Sale
By Sandler Systems, Inc. How to uncover the emotional gap between where your prospect is right now … and where he or she really wants to be. Are you a salesperson who has been hearing too many “We’ll think it over,” “Get back to me,” and “We’ll let you know” responses? If so, you’re in good company. The key to closing more sales is uncovering pain – that is, uncovering … [Read more...]
Rep Corner: Michael Watson
The Opportunity to Shine Solving problems brings out the best in Michael Watson. Every medical distribution sales rep wants to shine among his or her customers. It offers a competitive advantage and, more important, a sense of satisfaction in filling the customer’s needs. And if there is an opportunity to shine, it’s not necessarily when things go right, but when they … [Read more...]
Quick Bytes
Google works to improve texting Google wants to catch up to the iPhone in the texting category, says CNET. The company is working with U.S. carriers to make text messaging more powerful, more consistent across Android phones and more fun to use. Carriers will have to adopt a messaging protocol called Rich Communication Services, or RCS. When it’s widely available, RCS will … [Read more...]
Physician Payment
What you need to know about physician payment changes On Nov. 1, the Centers for Medicare & Medicaid Services issued a final rule that includes updates to payment policies, payment rates, and quality provisions for services furnished under the Medicare Physician Fee Schedule effective on or after Jan. 1, 2020. Repertoire asked the American Academy of Family Physicians … [Read more...]
Eye Health and Lab
By Jim Poggi What is the distributor rep’s role? As we enter 2020, what could be more appropriate than an overview of eye testing and how lab relates to eye care and overall health? In this month’s article, I intend to explore these issues and give you some things to think about as a well-informed consultant. It should come as no surprise that the fit for lab varies … [Read more...]
One Discussion that Calls for a Gentle Touch
Discussing weight management with their patients calls for sensitivity on the part of your physician customers Few people question the connection between excess weight and ill health. Even so, patients with weight management issues aren’t necessarily eager to talk to their doctor about it. That means that if the physician believes the patient’s weight threatens his or her … [Read more...]