By Sandler Training Unproductive strategies so common we think it’s normal Your strategies for interacting with prospects from the time you first meet them to the time you make a presentation can have a greater impact on your likelihood of closing a sale than the actual aspects of the product or service you have to offer. Following are three unproductive strategies that … [Read more...]

MTMC’s November 2019 acquisition of Invacare Interior Design and a follow-up post-acute national sales meeting point to the national rep group’s desire to expand its presence in the post-acute market. “This segment of healthcare is enjoying nice growth due to demographics, life expectancy and payers,” said managing partners Jack Moran and Dennis Snedden. “We are always looking … [Read more...]

Study shows 1987 law has led to improved nursing home care In 1987, the Omnibus Reconciliation Act (OBRA) called for a dramatic overhaul of the nursing home quality assurance system, following published reports about resident abuse, neglect and a lack of regulation and oversight. In retrospect, it looks like the feds made the right call. An analysis published in the … [Read more...]

And your competition is already calling on these accounts There’s opportunity in selling point-of-care testing to post-acute facilities. But as with any sale, it calls for initiative, persistence, and an understanding of the customer’s pain points. Spending among skilled nursing facilities and home health agencies is expected to grow from 5.4% and 7% over the next eight … [Read more...]

By Jim Poggi With the wide range of potential customers for lab products and the increasing number of new, innovative lab products we have available, the experienced distributor account manager needs to target wisely. This strategy includes understanding which customer prospects are most likely to consider adding or expanding a lab and which specialties benefit … [Read more...]

New Road Warriors episode features Mike Racioppi In this NEW episode of Road Warriors, Scott interviews Mike Racioppi of Henry Schein. Mike gives some great insight into the current state of the industry, what he looks for when hiring leaders, and sage advice about how to achieve success. And to top it all off, Mike’s story about John Moran and Welch … [Read more...]

Do you know what your IDN customers’ priorities are? Do you, your products and services meet their needs today? How about tomorrow? In the past two issues, Repertoire has offered readers a “crash course” in health system supply chain by presenting a few highlights from the 2019 “Ten People to Watch in Healthcare Contracting,” an annual feature in Repertoire’s sister … [Read more...]

HIDA Government Affairs Update By David Forbes, program director of HIDA’s Healthcare Supply Chain Collaborative New shortages and backorders report is based on a successful model already widely used by healthcare providers and the military Supply chain executives have partnered to create a new Situation, Background, Assessment, Recommendation report designed … [Read more...]

Blood-pressure earbuds Raleigh, North Carolina-based health tech company Valencell introduced a prototype of an earbud that measures blood pressure. President Steven LeBoeuf told CNET at this winter’s CES technology show in Las Vegas that the ear is by far the best area to measure blood pressure compared to a finger or wrist. That’s because it has more blood flow and a richer … [Read more...]

Talking points that Repertoire readers can share with their physician customers. Editor’s note: Diabetes affects more than 25 percent of Americans aged 65 or older, and its prevalence is projected to increase two-fold for all U.S. adults (ages 18-79) by 2050 if current trends continue. Cardiovascular disease and diabetes Cardiovascular disease is the leading cause of … [Read more...]