- Primarily works with hospitals, surgery centers and physician practices.
- Territory includes Connecticut, Maine, Massachusetts, New Hampshire, Rhode Island, and Vermont.
Repertoire: What do you offer your distributor rep partners to enhance their sales?
Kaye: Distributor reps have a wide variety of products to offer their customers. However, by working with my organization, they benefit from our knowledge of the products and our willingness to support them, which facilitates shorter, more efficient sales calls.
Repertoire: How can your distributor rep partners help you add value to your accounts?
Kaye: My relationship with my distributor reps is important to me because they are my eyes and ears in the field, and they help uncover the needs of their customers, which otherwise might fall through the cracks. Distributor reps bring a high level of dedication and professionalism to the table. They are able to qualify what product the customer needs from my manufacturer; communicate that information to me; and lend the necessary support to move the sale forward. The accounts I come in contact with know that both the distributor rep and myself are there to support them should a question or problem arise in the future.
Repertoire: What is the biggest change you anticipate in medical sales in the next several years?
Kaye: As equipment becomes more sophisticated over the next several years, distributor reps and the manufacturers’ sales force will have to learn to work together as a team to supply their accounts with cost savings and training in the proper use of products. Hospitals are now looking past the lower price syndrome and opting for products that not only meet the medical staff’s needs now, but also will meet their needs in the future.