Thirty-eight years ago, a funny thing happened on the way to law school for Bruce Brown As a college student at Appalachian State University in Boone, N.C., Bruce Brown planned on a career in law. To earn money, he worked part-time in the stock room of Watauga County Hospital. After graduation, he took a job with a local distributor, Roane-Barker (now Henry Schein), as … [Read more...]
Pandemic Preparedness and Best Practices
By Linda Rouse O’Neill, Vice President, Government Affairs The Ebola outbreak served as a big wake-up call for the entire healthcare sector. The continued spread of Zika has amplified this concern within our industry, leading HIDA and our members to take an active role in a variety of discussions with policy implications. Over the summer, HIDA members discussed … [Read more...]
Help Wanted
Today’s post-acute-care customer is demanding more knowledge than ever from the distributor sales rep Joan Eliasek likes her job. A lot. “It’s a great team, a great group of people, and we’re doing something that matters so much. It’s fun to go out, compete in business, and really help our customers, who need us as the market changes so rapidly.” She and her team are … [Read more...]
Out of Isolation
By David Thill The medical landscape changes as doctors leave their offices and enter the communities they serve. Editor’s note: Sensing a gap between how physicians are educated and the future needs of the U.S. healthcare system, the American Medical Association in 2013 launched its “Accelerating Change in Medical Education” initiative. The association awarded grants to … [Read more...]
Repertoire Rep Corner: Bringing Value to the Team
For Jonathan Coombs, an open-minded approach to sales and a desire to work closely with his distributor rep partners has led to stronger relationships with his customers. The hard work starts after the sale is complete, says 2015 Midmark Corp. Medical Rookie of the Year, Jonathan Coombs. A sale can go “perfectly well,” he points out. “But, if installation and the project … [Read more...]
Are You Ready for the Next Round of UDI?
By Linda Rouse O’Neill Vice President, Government Affairs How well do you know and understand the Food and Drug Administration’s (FDA) unique device identifier (UDI) rule? This is a significant UDI month for healthcare distribution, since September 24 is the class II medical device deadline for UDI label and packaging implementation. While manufacturers of these devices … [Read more...]
Team Players
By David Thill A patient’s health depends on more than her doctor’s scientific expertise. University of Chicago is teaching future doctors what “more” is. Editor’s note: Sensing a gap between how physicians are educated and the future needs of the U.S. healthcare system, the American Medical Association in 2013 launched its “Accelerating Change in Medical Education” … [Read more...]
The Upside of Rejection
By Dan Nielsen dan@americashealthcareleaders.com As a leader, do you consistently teach, model and reinforce the upside of rejection? Without exception, every member of your team and every employee or associate within your organization will frequently encounter rejection, even when they are directly focused on carrying out the mission, values, strategic imperatives, and … [Read more...]
RepCorner: Keri Willenborg, A Driving Force
By Laura Thill Thanks to a supportive team at Seacoast Medical, Keri Willenborg has struck a happy balance between work and family. Keri Willenborg addresses challenges every day. But for the Seacoast Medical national sales director, that’s nothing to bat an eye over. A single mother of five children ranging from 12 to 24 years, she spends much of her time taking care … [Read more...]
Distributors Educate Lawmakers at Washington Summit
Linda Rouse O’Neill, Vice President, Government Affairs A record number of HIDA member executives converged on Capitol Hill last month to educate lawmakers about key issues impacting healthcare suppliers and providers. More than 60 executives participated in over 100 meetings with members of Congress, their staff, and federal agency leaders during HIDA’s annual … [Read more...]