David Szvetecz, territory sales manager, PDI Healthcare

Repertoire: What two or three things do you offer your distributor rep partners to enhance their sales?

David Szvetecz: I try to make it easy for them to work with me. When a distributor rep partner helps to introduce me to an account, I take that very seriously. I demonstrate to them how I can create a seamless transition to the PDI products by helping to create an implementation program, and conduct staff education along with timely responses to our joint customers’ questions and needs.

After I’ve successfully worked on a product conversion with a distributor rep partner, I try to bring additional opportunities to their attention. For example, after we convert the surface wipes at an account, I schedule a meeting with nursing leadership and present a comprehensive patient hand hygiene program. If adopted, this will often result in additional new business sales for my distributor rep partner.

 

Repertoire: Name two or three ways your distributor rep partners help you add value to your accounts.

Szvetecz: By helping me better understand the dynamic of the key decision-makers at an account. My distributor rep partners are at these accounts more often than I am. If I have a better understanding of the decision-makers and the internal processes (i.e., committees and economic buying influences), I can streamline my company’s infection prevention programs in a way that makes sense for that particular customer. If I know competitive volumes and codes prior to presenting, I have a better idea of what the opportunity truly means for the customer and PDI.

 

Repertoire: What is the biggest change you anticipate in medical product sales in the next five years?

Szvetecz: I believe we are starting to see the effects of healthcare reform and value-based purchasing in the way our customers go about making product decisions. If quality of care is not met, Centers for Medicare and Medicaid Services (CMS) incentives equal 1-2 percent “withheld” from a hospital’s annual Medicare reimbursement. Being that I work for an infection-prevention-based company, this is encouraging to me. Our products and programs have the unique ability to impact a hospital’s rates and scores.

I am trying to do a better job at meeting with high-level decision-makers at facilities that have some challenges with their rates and scores. If I can demonstrate how other local facilities improved their HAC, HCAHPS, CLABSI or blood culture contamination rates and scores after implementing one of our products and programs, this can position me and my distributor rep partner above our competition. We will be presenting a solution, not just selling a product! 

 

Repertoire: Do you think distributor reps should embrace ride days? If so, why? If not, why not?

Szvetecz: YES! In my opinion, ride days are not only important for the manufacturer rep to gain access to their accounts, it helps us to better understand how we can help each other. I want my distributor rep partners to have a sense of confidence when I work with them at an account. Having the occasional ride-day allows us the opportunity to discuss targets that can be a win-win for both organizations. Two reps that are focused on closing the same opportunities will have a much better chance of success! 

 

Repertoire: Can you share a favorite ride-day story?

Szvetecz: About 10 years ago when I was a new rep at PDI, I scheduled an appointment with a distributor partner for us to meet with the contracts manager at a large health system in North Carolina. I like to call this my Chris Farley “Tommy Boy” moment. I started the appointment by telling the contracts manager how excited I was to save them money on their CHG skin prep products. She responded by saying, “That would be great, if we used a lot of that company’s products. We haven’t gone to them yet due to our rates being good and the competitive product being so expensive.” I quickly closed my book and said, “Thanks for your time and hope you have a nice day.”

My distributor rep partner put her hand on my wrist and said, to my customer, “Can I ask you a few questions before we go?” She quickly uncovered some background info on their rates and asked if we could meet with the infection prevention team. I later presented our product offerings to the IP director and her team, who were absolutely thrilled to learn PDI had affordable CHG products. This health system later became my largest user of PDI CHG skin prep products.