Three years after its acquisition of PSS World Medical, it’s “game on” for McKesson Medical-Surgical.
McKesson Medical-Surgical chose “Game On” for the theme of its springtime sales meeting in Grapevine, Texas, for two reasons: It signified the kick-off to its fiscal year for the sales team, and it marked the completion of the integration of PSS World Medical and the McKesson Medical-Surgical team. To bring home the point, the company celebrated its annual sales award winners at the Dallas Cowboys’ AT&T Stadium.
More than 1,300 members of the McKesson Medical-Surgical sales team attended, as well as 150 supplier partners.
Almost everyone in the business was involved in the integration of PSS, noted President Stanton McComb in a keynote address. So were McKesson Medical-Surgical’s customers, he said. With the integration complete, the company has already begun refocusing it resources, and customers are responding favorably, as demonstrated by the company’s steadily improving Net Promoter Scores©.
At the meeting, the company introduced its revamped business review tool, McKesson Business Analytics. The online tool allows reps to quickly, and in real time, analyze a customer’s business with the company and put together data to make recommendations for customers based on their patients’ needs and their ordering patterns.
Education sessions had a strong customer focus, designed to provide reps further insight into the everyday challenges facing their customers. And an internal tradeshow gave reps face time with many of the McKesson Medical-Surgical teams with whom they interact.
Many members of the sales team were recognized for strong performances in fiscal year 2016. Supplier awards went to:
- Alere: Supplier of the Year – Primary Care
- Drive Medical: Supplier of the Year – Extended Care
- Crosstek/SPS Medical: McKesson Brands Supplier of the Year
- Welch Allyn: Supply Chain Partner of the Year
- Will Sapp, director of distributor sales, Medtronic: Supplier Contact of the Year