Retailers find primary care tough sledding. By Daniel Beaird Entities trying to disrupt the healthcare industry is nothing new. But consumerism, digital innovation, labor shortages and rising costs have driven more to enter the space in efforts to offer value-based care. These include commercial healthcare providers (CHPs) like tech companies, payers, retailers and … [Read more...]

How distributor reps can discuss the financial aspects of capital equipment sales with customers. Capital equipment sales take patience, preparation, asking the right questions, and – perhaps most important of all – collaboration. In the November issue, Repertoire highlighted how distributor reps can make the most of their conversations with customers in this product … [Read more...]

What the rules will mean for providers, manufacturers and distributor reps moving forward. Repertoire spoke to several manufacturers about the MDE Standards that healthcare providers will have to adhere to following the recent final rules issued by the Department of Justice and Department of Health and Human Services. Brewer commends DOJ and HHS on adopting … [Read more...]

New regulations have been issued for medical diagnostic equipment. Are your customers aware, and compliant? This summer, new regulations were issued that will require some evaluation of – and possible investment in – medical diagnostic equipment for healthcare providers. On July 26, the 34th anniversary of the Americans with Disabilities Act (ADA), Attorney General … [Read more...]

How physicians play a role in reducing healthcare barriers for individuals with disabilities. By Jenna Hughes Health equity refers to all individuals having the access to care needed to be as healthy as possible. The healthcare industry plays an important role in ensuring the equitable care of people of all ages with disabilities. As of 2016, an estimated one in four (61 … [Read more...]

A comprehensive look at the breaking news topics that affected the U.S. healthcare system throughout 2024. Editor’s note: Every week, the dail-eNews, a real-time email newsletter for those involved in the business of healthcare, covered the people, trends and topics that made headlines for the industry. The following are several stories of note for 2024. Change Healthcare … [Read more...]

How MedPro and Metrex offer dealer reps a trusted partnership and superior products to meet the infection prevention needs of their non-acute clients. The first thing Amy Empric noticed was the smell. Empric, a territory manager for MedPro Healthcare Sales Solutions, was visiting a non-acute provider that had been using two different wipes to clean their chairs and equipment … [Read more...]

Why it’s time to toughen up. By Brian Sullivan If you’re in sales, especially medical distribution, you’ve probably sat through more than your fair share of sales training. You’ve likely been told a million times that your words matter. But here’s the thing: how you use them matters even more. I’m here to talk about a sneaky little saboteur in your sales pitch: wimpy … [Read more...]

How Melissa James’ interest in all things lab led to an eventual leadership position at Thermo Fisher Scientific. By Pete Mercer A significant part of what makes the leadership journey so powerful to behold is how different it can look from person to person. For every individual who feels like they were always meant to hold a position of leadership and manage a team, … [Read more...]

A group of PSS alums came together recently for a night of reminiscing and to raise money for a worthy cause. Although the company is a memory, the spirit of PSS is alive and well, judging by a recent industry gathering. A PSS Reunion and fundraiser for Pat Kelly’s Broad Street Children’s Foundation took place on Sept. 13, 2024. Former colleagues from PSS World Medical came … [Read more...]