Prospecting vs. nurturing existing accounts. By Brian Sullivan After a recent seminar I delivered, a seasoned salesperson approached me and said, “Sully, I like your concepts on cold prospecting to find new clients, but frankly, I just don’t have time, because my existing clients require too much out of me.” My response was, “Give me some examples of things they require … [Read more...]

Taking an extra step for customer service. By Pete Mercer What does customer service look like to you? You could likely poll 100 different people and get 100 different answers based on their varying needs and expectations. The interesting thing with a question like that is that there aren’t really any wrong answers – it’s all about meeting the needs of the … [Read more...]

The tips, tricks, and insights into a pivotal product category for distributor reps. When speaking to Repertoire last year about the link between equipment and patient care, Tom Schwieterman, M.D., MBA, chief medical officer and vice president of clinical affairs for Midmark, said to visualize a Broadway show. The equipment manufacturer (in this case Midmark) would be the … [Read more...]

Through an ambitious modernization plan, Cardinal Health has big changes in store to improve facilities and the work experience of its employees. When a chief supply chain officer for a hospital or health system awards business to Cardinal Health, the gravity of that decision isn’t lost on James Sembrot, the company’s SVP, Supply Chain for U.S. Medical Products & … [Read more...]

How Concordance Healthcare Solutions’ Surgence Platform aims to unify and optimize the healthcare supply chain industry. Success within the healthcare supply chain industry means efficiently developing, manufacturing and distributing medical and surgical products to ensure that providers have the products needed for delivering optimal patient care. As the pandemic showed, … [Read more...]

How Supreme Medical is committed to servicing customers in the home care market. Colton Mason’s official job title with Supreme Medical is senior vice president. But he prefers to use another term when describing his day-to-day responsibilities – sales leader. “‘Don’t worry about the horse, load the wagon.’ That’s a quote I grew up hearing constantly from my hero – my … [Read more...]

Innovations in the lab could revolutionize the diagnosis and treatment of chronic inflammatory conditions. By Jim Poggi A mosquito, a bee and a tick go into a bar. The bartender asks, “Can I get you a drink?” The mosquito replies, “Nope. Just here for a bite.” We’re all familiar with insect bites and the obvious inflammation they cause. But how familiar are we with the … [Read more...]

The Ride Day Over the course of my career, I’ve done hundreds of ride days with distribution sales reps.  Back when I was a young Healthlink rep, I’d walk into a practice with a bottle of AloeGuard and ask the nurse to put her hand out to fill it with soap. I’m not sure 52-year-old Scott would have the nerve to do that today. I only got smacked once and yelled at a … [Read more...]

Henry Schein hosts 26th annual “Back to School” program Henry Schein is helping children around the world start the academic year off right through its “Back to School” program, a flagship initiative of Henry Schein Cares, the Company’s global corporate social responsibility program. Team Schein Members at 32 locations in the U.S., Canada, U.K., and Ireland are providing … [Read more...]