- Primarily works with long-term care and homecare customers.
- Territory includes Atlanta, Ga., area.
Repertoire: What do you offer your distributor rep partners to enhance their sales?
Brusilovsky: I focus on ways that I can generate creative and innovative solutions for the needs of customers. By taking ownership of creating unique solutions that my distributor representatives can present, I enable my distributors to differentiate themselves from their competitors. This propels the loyalty and trust of their customers, which in turn cements, grows and enhances their business. I also take great pride in ensuring that I execute all promises to my distributor partners or their customers – big or small. Whether this entails pricing requests, sample product orders, customer in-servicing or demonstrations, I deliver on their requests on time.
Repertoire: How can your distributor rep partners help you add value to your accounts?
Brusilovsky: My distributor rep partners help me add value to my accounts by acting as consultants. They strive to listen, uncover and understand the unique needs of my accounts. By taking the time to understand my accounts, they can implement solutions that help them achieve their desired clinical and financial outcomes. For example, one of my long-term accounts came under new ownership and was informed they needed to drastically cut the expenditure of their medical supplies. Upon learning this, my distributor representative immediately began working with the account to implement a unique PPD program targeted at decreasing usage and spend within 60 days. The success of this customized program enabled the account to avoid budget cuts and ultimately fostered efficiencies in their supply management practices.
Repertoire: What is the biggest change you anticipate in medical products sales in the next several years?
Brusilovsky: Looking forward, the biggest change I anticipate in our market will be the amendment of the care delivery model to focus on expansion of the home care market. This expansion will provide access to acute-level services within the home care setting. Patient preference to remain within their own home, digitization of health records and reporting systems, increased access to care, and implementation of acute level services for use within the home care environment will be driving factors in this growing segment. With this will come access to more quality care at home and opportunities for case managers, nurse practitioners, DMEs and home health agencies. Furthermore, with healthcare reform continuing to focus on prevention, the importance of excellence in home care delivery will become even more crucial. Care organizations will help prevent and reduce hospital admissions and readmissions, and we will be here to help them!