COVID-19 has tested the resilience of ambulatory surgery centers, but ASCs appear to be emerging stronger than ever. “Certainly, the last year has been difficult for ambulatory surgery centers,” says Todd Johnson, who leads the medical device sector for management consulting firm Bain & Company. “Most of their procedures are elective – and those were postponed by law or … [Read more...]

Three mistakes, three buckets, and how to conquer them when calling on customers By Sandler Systems, Inc. The lure of “easy money” that comes from commission selling, i.e. “eating what you kill,” entices many people to try sales. But selling isn’t easy, is it?  More so than ever, both novice and experienced salespeople encounter obstacles in selling, especially in … [Read more...]

The circumstances of the past year forced healthcare reps to change almost every aspect of how they do business – and some of those changes are here to stay. So as we settle into a new normal, what are some key things that reps can do to sell more in 2021? On a recent podcast, Repertoire publisher Scott Adams talked to MedPro’s Manny Losada and Gino Liongson, as well as … [Read more...]

Editor’s note: The following interview is from The Journal of Healthcare Contracting’s focus on women leadership in the supply chain. Janet Watson, vice president of strategic sourcing, Baylor Scott & White Health Please tell us about a key mentor or key event in your life. Watson: I was fortunate early in my career, 10-12 years ago when I worked at BP, that I was … [Read more...]

What recent CLIA changes mean for reps and their customers By Jim Poggi CLIA lab certificate fees increased by 20% at the end of 2018 With so many other fundamental changes in our market, while this change did not exactly slip by without notice, it has not generated the level of noise I might have expected. Arguably, the reductions imposed by PAMA on payment for tests … [Read more...]