Updates on how cases of COVID, flu, and RSV are affecting the U.S. healthcare system. By Paul Girouard It has been a tough few months for friends, family, and business associates. I lost track of the number of times I had heard the following conversation, “I was knocked out last week, I think I had COVID …” We have all gotten a little complacent and view COVID as … [Read more...]
Security Alarms are Sounding!
How you can become a financial closer. By Brian Sullivan Your prospect can love every feature and benefit of your product or company, but unless you convince them the cost justifies the benefits, you will not get a sale. Too many salespeople do a fantastic job of convincing their prospects of the benefits of their solution only to fall short during the financial … [Read more...]
Staying Power
Cardinal Health’s Nate Spates Jr. on the importance of fostering customer trust, life-work balance, and more. By Jenna Hughes Nate Spates Jr. had always been curious about a career in sales. His father-in-law suggested Spates’ demeanor and interpersonal skills would make him a great fit with a company within the medical sales sector. Turns out he was right. In the … [Read more...]
The Sky’s the Limit
Henry Schein’s Laura Gerlants loves the thrill and the hustle of her field sales role. Laura Gerlants can trace her start in sales back to her time as a dental hygienist. Although a bit unconventional, the dental office she worked for wanted its hygienists to promote certain products like electric toothbrushes and whitening toothpaste with clients. It was then that Gerlants … [Read more...]
Just the Fats, Man!
The importance of lipid tests in today’s physician office lab. Advancements in the diagnosis and treatment of diseases often associated with advanced laboratory assays have come with such incredible speed that we sometimes forget the basic tests, the ones that underpin everyday diagnosis and treatment of patients to diagnose and treat the 10 leading causes of morbidity and … [Read more...]
Publisher’s Letter
180 Degrees Well, here we are in March – the “Madness” month, at least for college basketball. Speaking of madness, I have a crazy challenge for you this month. Whether you’re a distribution sales rep or a manufacturer sales rep, I want you to flip your view 180 degrees. As you know, I mention one of my heroes, Scott Fanning, in my Publisher’s Letters a lot. There … [Read more...]
February 2024
Click Here to Read (link to pdf) Publisher's Letter PAMA on Pause What has changed, and what future events can reps anticipate, when it comes to PAMA? Omnichannel Personalization How to optimize the HCP journey, engagement, and sales results The Ultimate Sales Lesson A Lyft ride I'll never forget Fit and Feel: Why it's time to revisit your glove business What … [Read more...]
Industry News
Brad Hilton to lead HIDA board for 2024 Brad Hilton has officially assumed the role of Chair of the HIDA Board of Directors for “Our industry is special,” said Hilton. “What we do matters. We help providers on the front lines of healthcare that are taking care of our family, friends, and neighbors. I enjoy connecting and engaging with our colleagues and suppliers. I don’t … [Read more...]
Outlining Clear Marketing Goals
Every successful plan takes steps, strategies, and goals to achieve a desired outcome, and creating a marketing campaign is no different. To successfully advertise, it is important for companies in the supply chain industry to set marketing goals. Marketing goals track advertising progress and define a clear brand purpose in its advertising efforts. As 2024 begins, it is … [Read more...]
The Transformational Power of Purpose
Finding your purpose in 2024. By Pete Mercer Do you know why you are here? Do you know what your purpose is? It can feel like a loaded question for anyone who has doubted any of their life choices at any point. If we are honest with ourselves, we have all been there at one point or another. Finding your purpose is no small task and it will likely even require a good bit … [Read more...]