GPO, health systems acquire stake in domestic manufacturer of face masks Premier Inc. and 15 health systems announced they had acquired a minority stake in Prestige Ameritech, the largest domestic manufacturer of face masks, including N95 respirators and surgical masks. Under the agreement, Premier members commit to purchase a portion of all face masks they use annually … [Read more...]
PPE Past, Present and Future
A supply chain leader examines how the spike in demand due to COVID-19 compares to other historical markers, and how it could reshape the industry moving forward. Editor’s note: Billy Harris, CEO of Sri Trang USA, Inc., spoke with Repertoire Publisher Scott Adams on the history of the glove business as it relates to public health scares, how demand spiked during COVID-19, … [Read more...]
Here to Stay
The world has changed. So too has demand for and supply of personal protective equipment Almost overnight, the conversations changed. For years the importance of infection prevention for suppliers and providers would be brought up in the healthcare market. It was never a sexy topic; there were always more interesting products to discuss. However, COVID-19 changed all … [Read more...]
The Success Triangle Tool
How to overcome prospecting mistakes and increase your sales pipeline By Sandler Systems, Inc. Have you heard the saying, “If selling was easy, everyone would be doing it”? The incredible income potential that comes from commission-based selling incentivizes many people to try this career path. But selling really isn’t easy! Many obstacles present themselves to novice and … [Read more...]
COVID-19: The Industry Responds
The COVID-19 has had an unprecedented impact on America’s economy, organizations, communities and families. But the med/surg industry did not sit idly by. Whether working from home or working with an extensive list of protocols and safeguards, the industry’s med/surg reps, warehouse workers, truck drivers and more rolled up their collective sleeves and went to extraordinary … [Read more...]
References and Referrals
Managing references and referrals effectively can pay big dividends References and referrals are often critical to product decisions, particularly for large capital purchases. As every experienced distribution account manager knows, without references it is nearly impossible to get a large prospect to agree to move all or a major portion of their med/surg or lab spend from … [Read more...]
Publisher’s Letter
Why America’s Healthcare Distributors are the Unsung Heroes of the COVID-19 Crisis I recently sat down with two executives from a national distributor to have a candid conversation and give them a voice about the distribution industry’s response to the COVID-19 crisis. Healthcare distribution has been America’s unsung hero during this crisis. The way they worked together to … [Read more...]