Best practices of reps who sell IP products well. Arguably one of the most dynamic product categories in healthcare distribution for the last three years has been infection prevention. That trend doesn’t look like it will change anytime soon. COVID variants, monkeypox, and flu will continue to drive demand. The infection prevention category itself is large and diverse, … [Read more...]

Henry Schein celebrates 90 years of serving healthcare providers across the continuum of care. When Henry and Esther Schein founded Henry Schein in 1932, they imbued the organization with an entrepreneurial spirit that would lead the company through the next 90 years – and then some. “The Company’s unique ability to listen to our customers and understand where health care is … [Read more...]

Five steps to the Good Life. By Brian Sullivan Money can’t buy you love, but it sure does make it easier to have fun. And while disposable, consumable, and pharmaceutical products do a nice job of bringing in enough commission/bonus to pay the mortgage and spend a cozy lake weekend at the Super 8 each year, don’t forget it’s capital equipment sales that help you step up … [Read more...]

Building successful partnerships takes constant communication between manufacturer and distributor reps. What are the keys to success for effective manufacturer-distributor relationships? Repertoire asked several leading manufacturer reps to provide their insights into the roles, collaborative efforts with distributors, and trends they are seeing affect customers across the … [Read more...]

Through a pandemic, hurricane and the everyday complexities of government contracts, Beacon Point Associates has continued to provide solutions for the largest and second largest healthcare systems in the nation. While serving in the Supply Corps of the U.S. Navy, Jeff Summerour picked up many valuable, transferable skills that would serve him well in the med/surg industry. … [Read more...]

Why selling hematology will help your customers deliver more value to their patients and help you grow your business. By Jim Poggi Your customers are getting the lab message. Slowly but surely as a result of your consulting and collaborative work with your key lab manufacturers, new labs are being established, and existing labs are growing their testing … [Read more...]

New Year, New Solutions Take a huge breath, stand up and stretch for a minute or two, and then let’s go! It’s January 2023, and we have an entire new year to get started. As I write this Publisher’s Letter, I think back to past years:  So now we are on the threshold of a new year full of possibilities, challenges, and hopefully a little bit of fun mixed in with … [Read more...]