- Works with Ambulatory Care Customers
- Territory includes Central California and Las Vegas.
Repertoire: What do you offer your distributor sales rep partners to enhance their sales?
Bradshaw: I constantly try to challenge our mutual customers to help them find the best solutions to their biggest issues. Healthcare is changing at a fast pace and we have to work together to help our customers find the best ways to be efficient, without sacrificing quality of care. I try to help my partners by educating them on our products, showing them ways to introduce them and to get the accounts to discuss their biggest challenges so that we can offer a solution.
Repertoire: How can your distributor rep partners help you add value to your accounts?
Bradshaw: They are instrumental in developing relationships with our mutual customers, as I can’t possibly meet them all and develop relationships with them. That, however, is essential to learning what their needs and challenges are, so I rely on my partners to identify these opportunities. Without our partnership we would not be as successful as we are. My distribution partners have a better sense of our customers’ buying habits and what issues are affecting them. Having this information is essential to tailoring our message about how our products can make the customer’s practice more efficient.
Repertoire: What is the biggest change you anticipate in medical products sales in the next several years?
Bradshaw: Healthcare is changing at a rate we have never seen before. There is significant consolidation throughout the industry and it can be really challenging to keep pace. Consolidation is affecting manufacturers, distributors and, most importantly, our customers. When manufacturers and distributors consolidate and become larger, there is an expectation to grow market share and increase sales. However, when our customers consolidate and grow, they expect to cut spending and save money. Obviously these two goals are at odds with each other and I think we are approaching a cross road, where we really need to be prepared on how to sell in this new landscape. The answer should not be how to make a product cheaper and sell it for less; it should be how to solve our customers’ biggest challenges by presenting them with the right solutions that help them run a more efficient practice, treat more patients and improve clinical outcomes.