September 2015

• Nick Riordan
• Todd Matthews

PUBLISHER’S LETTER
Kickoff to Selling Season

The Opportunity for Independents
Significant change can mean new advantages for distributors.

Distributor Sales Strategies from HIDA
Making “lean” concepts work for you.

HIDA Health Reform Update

IDN OPPRORTUNITIES

• Alan Edwards, Vice President of Supply Chain Solutions
• Andy Motz, vice president, chief procurement officer

Observation status: Time for a change?
Growing concern over the impact of hospital observation status on Medicare patients in skilled nursing facilities has led to talk of a change in policy.

Small Physician Practices Still Dominate
But ownership changes continue to develop

For value analysis professionals: Data + Patience = Confidence

Fighting Childhood Obesity
September is National Childhood Obesity Awareness Month – an opportunity for sales reps to help their accounts ensure pediatric patients stay healthy.

Quick Bytes

WINDSHIELD TIME

RepCorner: Going the Distance
For industry veteran Polly Van Slambrouck, standing still is not an option

Practice Points: Spotting a Client in Duress

Industry News