The Abbott Pandemic Defense Coalition was created to stop disease outbreaks before they stop us. Viruses never sleep. They move fast and change fast, “which is why we must move faster,” said Abbott. Indeed, ongoing collaboration across the public and private sectors is critical to identify and rapidly respond to global disease outbreaks. No organization, network or … [Read more...]

Why transparency in a post-pandemic healthcare setting is foundational to a strong supply chain. As a global medical products distributor, Cardinal Health approaches the topic of preparedness for any disruption with a focus on transparency, said Mary Byrne, vice president of Global Regional Planning for Cardinal Health’s Global Medical Products and Distribution business. “We … [Read more...]

There are some well-worn phrases you just don’t hear much of anymore when it comes to the physician office lab. By Jim Poggi “Lab is too hard to sell; I’m sticking to med/surg.” This used to be a daily comment we all heard a few years ago from even seasoned distributor account managers. Back then, when lab was a new adventure for many of us, we all assumed we needed to … [Read more...]

How to ask the right questions in the right way to better understand your customers’ needs. By Patrick T. Malone We succeed when we help others succeed, and that is the role of sales and customer service professionals. The opportunities are many, such as helping a clinic improve compliance programs or increasing patient involvement. That goal of helping others succeed, … [Read more...]

What medical sales can learn from other sectors. By Brian Sullivan While I “grew up” in the medical industry as a manufacturer rep working with distributors, clinics, surgery centers and hospitals of all sizes, for the last 20 years as founder of PRECISE Selling, I have had the opportunity to learn from other industries. And guess what? There are a lot of things we can … [Read more...]

For First Quality’s Matt Meyer, teamwork is the key to creating value for distribution partners. Matt Meyer realized what his dream job was in college, after he landed a part-time job at a distribution center for a medical supply company. During his time working in the distribution center’s warehouse, he’d interact with the medical sales reps that were coming in for … [Read more...]

By Pete Mercer Independent distributors are a critical piece in the overall puzzle of healthcare, streamlining the healthcare supply chain by linking manufacturers directly to providers. Equal parts flexible and scrappy, these organizations provide a much-needed service to ensure that healthcare organizations are equipped to care for their patients. Repertoire Magazine … [Read more...]

By Way of Introduction For 19 years I’ve had the privilege of getting to do the “behind-the-scenes” work on Repertoire Magazine. When our longtime editor Mark Thill called to say he was closing out his last issue with the publication, it was a bittersweet moment for me. Mark has been an incredible example and mentor. Each issue I’ve gotten a chance to see how one of the best … [Read more...]

By Pete Mercer In a recent episode of “The Cure ... With Scotty and Sully”, hosts Scott Adams and Brian Sullivan sat down with MTMC Managing Partner Jack Moran to discuss why manufacturers partner with groups like MTMC and the changing dynamics of the today’s sales environment. MTMC is a leading medical device and supply sales leader in the healthcare industry, providing … [Read more...]