Your Customers Need You
For the past 12 months I have been writing the Publisher’s Letter for Repertoire. Every time I sit down to write, I think of when I asked Repertoire Co-Founder Brian Taylor how he wrote his letters to the many different audiences that read our magazine. His response was short and simple. “Scotty, I think of a rep that I know and I write the letter to him.” It was great advice a year ago and great advice today.
When we were discussing topics and what our overriding message would be for 2015, we landed on the importance of the distribution salesperson. For the last 12 months, we have tried to keep you and what you do in the forefront of each issue.
In the November issue last year, I thanked you for what you do for our industry. What makes most of the industry work from upstream at the manufacturer level to downstream with the provider flows directly through your relationships. Your customers need you and trust you, and so do your manufacturing partners.
In this month’s cover story, Mark Thill writes about one of the biggest changes to come along to providers in the past five years, ICD-10. I cannot think of a better example of your customers needing you to help them through this trying time. These changes will impact their revenue, ability to pay their staff, and keep their doors open. While this doesn’t line up with selling a product directly, it lines up with them trusting you. I often get asked if I believe the distribution salesperson is as important today as five years ago. This month’s cover story reinforces your importance. The providers need you more today than ever before.
Please take the time to read Mark’s article and understand the ramifications of these changes on your customers, so you can help them through the next 12 months as they transition. These changes and trials affecting your customers provide the best opportunity for you to entrench your relationship with them.
Similar to last year, thank you to each of the manufacturers who support distribution by advertising in the pages of Repertoire. If it were not for you, this magazine would not exist. Thank you to each of the distributor reps for all you do day in and day out. Last but not least, thank you Mark and Laura Thill, Graham Garrison, Brent Cashman, Laura Gantert, Micah McGlinchey, and Katie Brunelle for all the behind-the-scenes work you do to produce this publication each month.
Happy Thanksgiving!
Dedicated to Distribution
Scott Adams
PS: Starting in 2016 we will launch Repertoire Post-Acute. This publication will be for reps calling on LTC, extended care, rehab facilities, telemedicine, home health, and DME.