- Works with customers in the outpatient market, including oncology, surgery centers and physician’s offices.
- Territory includes the state of Arizona.
Repertoire: What do you offer your distributor sales rep partners to enhance their sales?
Rosenblum:
- Product and Procedure Knowledge. My distribution partners provide thousands of products to meet their customers’ needs. They understand the customer and their business, but cannot be a clinical expert in all the lines they represent. It is my goal to bring clinical and practice expertise to the relationship. I understand how B. Braun’s products can be utilized with current and new procedures, and what the clinicians are trying to accomplish so we can provide them the best possible solutions.
- Contract Portfolio. Braun Medical has a significant contract portfolio that gives customers a number of choices for Regional Anesthesia, IV Therapy, Pumps, IV Catheters and Pharmacy Admixture products. B. Braun’s committed contract portfolio allows both B. Braun and our distribution partners the ability to offer numerous contractual options to the customer.
- Being available almost 24/7 is key. Distributors are looking for someone they can quickly get a knowledgeable response from.
Repertoire: How can your distributor rep partners help you add value to your accounts?
Rosenblum: By working together as a team, manufacturer and distributor reps can solve customer issues, offer alternatives and suggestions to improve patient and clinician safety, and help educate our customers. Distributor reps help add value to my accounts by managing inventory and ensuring product is available; helping consolidate purchases, offering solutions that cover all aspects of the facility; and, in some cases, assisting me in gaining access to decision makers and ensuring the correct contract pricing is available to the customer.
Repertoire: What is the biggest change you anticipate in medical products sales in the next several years?
Rosenblum: The outpatient market is rapidly expanding. At the same time, many offices are being purchased by IDNs, so more purchasing decisions will be made at the corporate level. Both distributors and manufacturers need to offer solutions. The challenge will be navigating these channels to get to the decision makers to initiate conversions and introduce new services or products. While cost will always be part of the equation, providing value beyond cost of goods saving will be key.