Book Review: Profit Guide for the Small Distributor As a sales rep, you run your territory as your own business. But it’s part of something larger. The decisions you make in the field – the number of calls you make, the sales you close, and yes, the prices or terms you negotiate – have an impact on the company at large. A book by Albert D. Bates, “Profit Guide for the … [Read more...]

Amidst the pandemic’s challenges, physicians gain insights. By Mark Thill Throughout the pandemic, healthcare providers, like everyone else, have faced interpersonal, emotional and financial challenges. In the process they have gained insights and growth. Ron Holder, senior vice president of the Medical Group Management Association, says that even as late as this … [Read more...]

1. West: Intermountain Healthcare launches new COVID navigation for ‘long haulers’ Intermountain Healthcare is launching a major new medical resource for Utahns who’re considered “long haulers” – people who have tested positive for coronavirus who continue to experience chronic symptoms months after their recovery from the virus. Intermountain doctors outlined the new … [Read more...]

More and more providers are turning to acute care in the home. But how effective, and safe, is the new model? By Graham Garrison When Bruce Leff, MD, is in his office space at Johns Hopkins seeing an older adult who is acutely ill, he thinks very hard on whether hospital admission is the best choice. “I know I can take care of the heart failure, or the pneumonia, or … [Read more...]

Quidel’s Mike Abney on medical distribution, leadership, and mentoring the next generation of sales reps. By Pete Mercer In a recent episode of Repertoire’s podcast Road Warriors and Their Untold Stories, Mike Abney spoke with Repertoire publisher Scott Adams about his career, the mentors he’s worked with over the years, and the state of the healthcare industry. Abney … [Read more...]

A look at the emerging home testing market. With the emergence of the COVID-19 pandemic, most of us have spent more time at home in the past two years than in previous years. Sheltering-at-home mandates, companies offering employees the flexibility to work from home and good common sense have changed our behavior in many ways, especially in what home means to us. More time … [Read more...]

Where does one start when honoring a legend? Richard Riley was a legend in our industry, yes. He was also a legend of Jacksonville Beach where he served on the Life Saving Corps for more than 50 years and twice as president. He was a legend at St. Paul’s Catholic Church where he was born, baptized, married, and remembered by over 500 people during his funeral in March. Most … [Read more...]