How MedPro and Metrex offer dealer reps a trusted partnership and superior products to meet the infection prevention needs of their non-acute clients.
The first thing Amy Empric noticed was the smell. Empric, a territory manager for MedPro Healthcare Sales Solutions, was visiting a non-acute provider that had been using two different wipes to clean their chairs and equipment at several of their facilities. Because the wipes’ chemistries were incompatible, their interaction created an odor which smelled like rotten eggs.
The provider wanted to go from two wipes to one without sacrificing efficacy, so a trial was set up for a Monday. MedPro and Metrex team members arrived a day early. For the trial to be a fair comparison, they took microfiber cloths and wiped down chairs and surfaces at three different facilities so that when the client started with the Metrex wipes on Monday, they wouldn’t be mixing with the previously used chemicals. They’d have a clean slate and the fresh almond scent of the Metrex wipe product to go with it.
The trial was a success, and the client would convert their wipes at several facilities.
That kind of support in trials and ultimately conversions is important because every facility has a different workflow, Empric said. “When it comes to infection prevention, some clinics are stricter than others, and if you’re comparing products on a surface and there’s a residue left, you may not have a positive outcome,” she said. “The high level of support also shows the customer that we care and are there to support them, even if it’s on the weekend, to make sure that their patients are safe and their health is not compromised, and we’re not disturbing the workflow of a very tight, delicate schedule.”
Best-in-class products and customer service
Today’s non-acute healthcare professionals don’t have time to sit around and wait for their disinfection products to dry, much less go about reapplying the product if it doesn’t remain wet for the required contact time. But with some of the older products on the market, that’s exactly what they must do.
Metrex CaviWipes™ family of disinfecting wipes provide fast and efficacious solutions with a complete portfolio of chemistries including a fast 1-minute universal contact time from their alcohol-free hydrogen peroxide formulation. All of their “Easy As 1-2-3” line-up of wipes are fully qualified for the EPA’s rigorous Emerging Viral Pathogen Claim on EPA List Q. The EPA’s Emerging Viral Pathogen Claim is a designation that allows certain disinfectant products to be used against viruses that are not yet listed on the EPA’s approved list but are similar to known viruses. This claim is particularly relevant during outbreaks of new viral pathogens, such as novel coronaviruses.
But for clients who make the conversion to Metrex, the product’s superior clinical benefits are just the start of the value proposition. When dealer reps partner with Metrex and MedPro in converting a client, they can expect several benefits:
- Top quality infection prevention products to meet end-users’ needs when it comes to surface disinfection, high level disinfection and instrument reprocessing.
- Access to national and/or local agreements (where applicable) to ensure competitive pricing.
- Educational materials, in-servicing, and clinical support as detailed as needed to ensure compliance with infection prevention standards and protocols.
Indeed, offering local support to ensure product is where it needs to be and when it needs to be there is a big differentiator in the Metrex/MedPro experience. The trusted relationships from the end user to the distributor rep are key in making sure the right level of support is provided. Empric said those on-site visits provide the opportunity to have open conversations with clients to clearly understand what’s important to them and what their pain points are, “because we’re not the ones taking care of the patients like they are every day,” she said. “It establishes a relationship, shows professionalism and passion, and allows for dialogue that makes us better because we can learn something and take it to the next meeting. Going above and beyond shows the passion we have for what we do and the products that we support.”
A reliable partnership
Dealer reps also receive several benefits of partnering with MedPro and Metrex on infection prevention conversions. McKesson Account Manager Kyle Jarma said distributor reps face a wide array of challenges and are spread very thin. As such, relationships with manufacturer partners are more important than ever. “My partnership with Metrex and MedPro Associates allows me to keep focus, knowing I have a reliable partner,” Jarma said. “My MedPro rep, David Rawls, has always been available for customer presentations and is eager to help in any way he can. He has helped to make my job easier and that is valuable in this industry.”
Steve Schroeder, an account executive for McKesson, said the partnership with a manufacturer and their reps is an opportunity to bring new products and ideas to the end user. “It allows the customer to make informed decisions and provide better care to their patients. A partnership with Metrex and MedPro Associates allows me to focus on other projects knowing that they will handle it.”
Severin M. Chambers, a McKesson Medical Supplies, Pharmaceuticals, Lab and Equipment rep said life as a distributor rep encompasses quite a bit, from understanding pricing, to contracts, and then having a catalog of 400,000-plus items for clients to choose from. The job gets difficult sometimes, but the relationship he has with Metrex and MedPro makes everything much easier. He also works with David Rawls, and Rawls has assisted on multiple occasions to not only find the right fit for Chambers’ customers, but also to help build relationships.
“We can’t be everywhere at once, and so David is able to meet with our customers and give them a level of personal attention rarely found these days,” said Chambers. “He is my first contact for every request that comes through my inbox, and always the first to respond.”