As I sit here writing the first Publisher’s Letter for 2016, it’s hard not to reflect on 2015. We have seen continued consolidation from providers all the way upstream to the manufacturers, changes to reimbursement, and continued changes being implemented through the Affordable Care Act.
As I speak to sales teams around the country, my goal has been to swap the word “change” with the word “complexity.” No doubt the last few years have been complex for our industry. What is even clearer is that this complexity will not stop in 2016. Many would think this would result in negative attitudes toward our industry.
Actually the opposite seems true, and what is encouraging for me should be encouraging for all of us. In a recent survey we did with Repertoire readers, the industry’s front line, your positive outlook on our market is still very strong. Ninety one percent of the respondents said, if given the choice, they would do their career over again in medical sales. Seventy four percent of respondents were positive to very positive about the industry overall. Be sure to read through the results in this month’s cover story.
In a separate article, Mark Thill interviews several distribution reps. One of his questions was, “If your son or daughter wanted to go in to your profession would you encourage it?” Each respondent with children said they would encourage a career in our field, and gave great advice on how to be successful. We truly work in a wonderful field full of challenges that provide each of us with a way to provide for our families.
Complexity brings change. I have heard several industry leaders say the days of the rep selling products is being replaced by the rep that sells solutions. While I will agree with this statement whole heartedly, I will also give you this challenge for the New Year.
Educate yourself on the complexities effecting your customers. Be consultative and solution driven for them, but never forget when they ask for your advice on a product category that they trust you and the answer you give. You still provide a service and sell products that save lives and allow their practice to be profitable and stay in business. Continue to learn about products and build strong relationships with your manufacturing partners.
As we start the New Year, my hope is that each of our readers has a positive outlook on healthcare sales and our industry. Repertoire will be launching several new products in 2016 to help you stay current with the complexities facing your customers.
Dedicated to Distribution
R. Scott Adams