Both Sides of the Equation
Scott Adams
For the better part of this year, my Publisher’s Letter has repeatedly referenced the value of the field rep. I have been short sided to this point and only written about the distribution rep. So in this month’s issue, we decided to focus on both sides of the equation and how you can compete in a point-and-click world.
“In a point-and-click world, it’s up to the rep to make a difference,” Repertoire Editor Mark Thills writes. “Healthcare providers have more information and power at their fingertips today than ever before. Online sellers, most recently, Amazon, are making a bid for their business.
What does a sales rep bring to the table?
“A sense of understanding, empathy and compassion. A desire to learn and to serve, and a sense of accomplishment when they help their customers succeed. Throw in some technology, and you have a sales force that providers can’t be without.”
Repertoire talked to three manufacturers who agree. They are:
- Shawn Austin, vice president of sales, BD Diagnostic Systems Non-Acute Business.
- Jason Dukarm, group marketing manager, Point-of-Care, cobas Liat & Channel Marketing, Roche Diagnostics Corp.
- Jack Moran, managing partner, MedTech/MedCare, LLC.
Whether you’re a manufacturer rep or a distribution rep, this story is for you. Please spend a few minutes and really digest what the folks we interviewed are saying. At the end of the day, all of us are in this together.
Dedicated to the industry,
Scott Adams
PS: Be sure to read the top 10 list at the end of the story …. Good selling tips for today’s environment