Click Here to Read (link to pdf) Medical Distribution Hall of Fame ‘In Henry We Trust’ Henry Berling helped build Owens & Minor on trust, openness, honesty and good business sense Henry Berling: Short takes Gary Keeler: A leader you want to follow Gary Keeler: Short takes Mike Racioppi and his sales odyssey Mike … [Read more...]
Mike Racioppi: Short takes
Tony Melaro says … Tony Melaro was director of national distribution accounts for Welch Allyn prior to his retirement from the medical industry. As area manager for Welch Allyn, he crossed paths with Mike Racioppi in the early 1990. First impressions? “Definitely a New York guy with a lot of confidence; passionate about the business and Henry Schein’s ability to deliver.” … [Read more...]
Mike Racioppi and his sales odyssey
A few things to know about Mike Racioppi, senior vice president and chief merchandising officer for Henry Schein: He was the first on his block to own a PalmPilot. (Attention younger Repertoire readers: Introduced in 1996, the PalmPilot was the first personal digital assistant, or PDA. And it came with a stylus!) When he sees a path forward, he goes for it. Hence his … [Read more...]
Henry Berling: Short takes
John Moran says … John Moran, identified as “Salesman” on LinkedIn, retired as vice president of corporate distribution from Welch Allyn in 2010. “It was absolutely impossible not to like Henry,” he says of Berling. “It was fun to be with him, either at Owens or at his house having a beer after he finished cutting his lawn with a push mower.” Following are some more of … [Read more...]
‘In Henry We Trust’
Hall of Fame: Henry Berling Henry Berling helped build Owens & Minor on trust, openness, honesty … and good business sense Trust turns into loyalty, which is the key to getting a lot of things done. That was the guiding principle for Henry Berling as he helped steer Owens & Minor through 40 years of expansion in terms of geography, services offered and stature in … [Read more...]
Hall of Fame quiz
1 Born and raised 100 miles south of the Canadian border in Two Harbors, Minnesota, he personified practical and humble leadership in McKesson Medical-Surgical’s extended care and primary care businesses. 2 As president, he pulled together legacy teams and businesses to form a three-brand strategy for Henry Schein Medical in the early 2000s. 3 He helped build Owens … [Read more...]
Gary Keeler: Short takes
Jim Poggi says … Jim Poggi, director of vendor relations for AV MEDICAL, first met Gary Keeler when Poggi joined McKesson Medical-Surgical as a “rookie” lab category manager. Keeler was president of Primary Care. “Lab was just becoming recognized as an under-penetrated customer opportunity, and no one knew at that time whether we would succeed or not. Gary was in charge of … [Read more...]
Gary Keeler: A leader you want to follow
In a 2019 podcast with Repertoire Publisher Scott Adams, Gary Keeler, president of sales and marketing, McKesson Medical-Surgical, talked about seizing teachable moments, but doing so with humility. “I love riding with reps,” he said. “When you ride with them every day, you see how we all look at our own businesses, how we look at what we do, how we rationalize why we do … [Read more...]
Medical Distribution Hall of Fame
Editors’ note: Meet this year’s three inductees into the Medical Distribution Hall of Fame: Henry Berling, Gary Keeler and Mike Racioppi. Each personifies courage, business smarts and perseverance, and each of their careers reflects the wisdom and joy of forming meaningful friendships with others in the industry. ‘In Henry We Trust’ Henry Berling helped build Owens … [Read more...]
Integrating Health Data
How do you sell to a data-driven physician? Want to know how to shoot the breeze with tomorrow’s physician? Try studying up on algorithms, genetic counseling, the social determinants of healthcare, or the latest capability of your Apple Watch. That’s because physicians are preparing to integrate health data – and the technologies that harness it – into the clinical … [Read more...]