What happens after discharge? Repertoire readers may be familiar with clinical pathways in the hospital – that is, well-researched, well-documented paths to providing care that result in optimum outcomes. But what about clinical pathways for patients following their hospital stay? When should that patient be discharged? And to what kind of facility, or perhaps home? For how … [Read more...]
Moving Ahead
Three years after its acquisition of PSS World Medical, it’s “game on” for McKesson Medical-Surgical. McKesson Medical-Surgical chose “Game On” for the theme of its springtime sales meeting in Grapevine, Texas, for two reasons: It signified the kick-off to its fiscal year for the sales team, and it marked the completion of the integration of PSS World Medical and the … [Read more...]
RepCorner: Frank Schambeck, From Clinical to Consultative
By Laura Thill His clinical background and sales experience give Frank Schambeck a broad perspective of the industry It turns out, respiratory therapy and consultative clinical sales have a lot in common. For Tri-anim account manager Frank Schambeck, who has experienced both sides of the healthcare industry, it comes down to communication and collaboration – two … [Read more...]
Remembering Pat Kelly
How Pat Kelly, member of the Medical Distribution Hall of Fame, shaped people’s lives Editor’s note: The medical distribution industry mourns the recent passing of Pat Kelly, an industry legend, mentor, friend, and visionary. Kelly started his career at General Medical before co-founding and starting PSS (now part of McKesson) in 1983. He was inducted into the Medical … [Read more...]
Specialty Dealers up for a Challenge
With all of the change that has taken place in the past seven years, it’s no surprise that sales organizations using the same strategies and processes of the past are struggling, said Debbie Sizemore of Mercury Medical, speaking at the 2016 Independent Medical Specialty Dealers Association (IMDA) Annual Conference & Manufacturers Forum in Nashville, Tenn. The conference, … [Read more...]
United Front at IMCO
Members. Vendors. IMCO. When they all work together, partnerships are strengthened, trust is built, and sales grow. That was a key message to IMCO members at the association’s recent National Convention in Orlando, Fla. More than 600 people attended, representing 85 percent of IMCO members and 102 vendors displaying on the trade show floor. “This year is IMCO’s 35th … [Read more...]
RepCorner: Mind over Matter
By Laura Thill As one rep has discovered, when you set your mind to something, the possibilities are limitless. Whether she is running a marathon, competing in a triathlon or proving her loyalty to a new account, Tashaunna Nola is clear: You can always accomplish more than you think. Indeed, the McKesson Medical-Surgical account manager welcomes a good challenge, … [Read more...]
Getting Provider Patient Utilization Data Into Supplier Channels Faster
By Gina Smith, CMRP, Director of Business Development, Health Industry Distributors Association Planning for and understanding demand in the marketplace has always been a challenge. Federal government data can be as much as two years old or more by the time it is readily available for the healthcare supply chain. Distributor-reported sales data typically comes out 45 days … [Read more...]
Reducing Readmissions
By Laura Thill Growing awareness on the part of post-acute-care facilities, together with financial penalties, are expected to continue to reduce hospital readmissions. Organizations – from hospitals to post-acute-care organizations to medical products distributors – are doing their part to facilitate changes that reduce hospital readmissions. However, the approach to … [Read more...]
A Debt of Gratitude
Industry Hall of Famer honored at NDC Exhibition 2016 – “The Power of Partnership” NDC bade farewell to longtime board chairman of Claflin Company, and welcomed its new financial partnership with Court Square Capital Partners, at NDC Exhibition 2016 – “The Power of Partnership” -- in New Orleans this spring. NDC members also got a close-up look at NuEdge Alliance, the … [Read more...]