Physician compensation is up. But productivity isn’t. Value-based incentives for physicians are growing, but they still constitute a small percentage of total cash compensation for most specialties, reports Chicago-based SullivanCotter, a consulting firm in the assessment and development of rewards programs for the healthcare industry and non-profit sector. What’s more, even … [Read more...]
The Value of NOT Knowing It All
Smart Selling: Distributor Sales Strategies From HIDA By Elizabeth Hilla, Senior Vice President, Health Industry Distributors Association How curiosity can be an asset in your sales efforts If you’re like me, you like to be well-prepared for a sales call. You check out your prospect’s LinkedIn page, study their corporate website, and review all your own product … [Read more...]
Heart Disease: Talking Points
Start a conversation with your physician customers by sharing news from the most recent American Heart Association’s Scientific Sessions Conferences E-cigarettes match traditional smoking in some heart risks E-cigarettes may be perceived as safer than traditional cigarettes, but two studies say they are just as dangerous, or even worse, for your heart. One study found … [Read more...]
Decision Point for Retail Clinics
By Mark Thill Maybe it was inevitable that operators of retail clinics would one day be forced to choose between expanding their healthcare offerings or scaling back their commitment to in-store clinics. Judging from developments in the latter half of 2019, that day may be at hand. In October, Walgreens announced it would close all (157) of its company-managed Walgreens … [Read more...]
Questioning Strategies to Help You Close the Sale
By Sandler Systems, Inc. How to uncover the emotional gap between where your prospect is right now … and where he or she really wants to be. Are you a salesperson who has been hearing too many “We’ll think it over,” “Get back to me,” and “We’ll let you know” responses? If so, you’re in good company. The key to closing more sales is uncovering pain – that is, uncovering … [Read more...]
Physician Payment
What you need to know about physician payment changes On Nov. 1, the Centers for Medicare & Medicaid Services issued a final rule that includes updates to payment policies, payment rates, and quality provisions for services furnished under the Medicare Physician Fee Schedule effective on or after Jan. 1, 2020. Repertoire asked the American Academy of Family Physicians … [Read more...]
Room for One More?
Are non-acute providers ready for one more e-commerce marketplace for healthcare and business supplies? Do med/surg distributors need another sales outlet? Premier is betting ‘Yes.’ On Oct. 21, Charlotte, North Carolina-based Premier announced it had launched its own e-commerce offering – called stockd.™, designed to meet the needs of small- to medium-sized, non-acute … [Read more...]
Will Wearables Affect Sales of Diagnostic Equipment?
At the very least, sales reps should be prepared for changes in the way physicians use traditional diagnostics Editor’s note: In the fourth and final part in a series on wearables and mobile medical apps, Repertoire asks Midmark’s Dr. Tom Schwieterman how – or if – these technologies might affect the sale and usage of traditional physician office diagnostic … [Read more...]
The Needlestick Safety Discussion
The truth about sharps injuries? They still happen. By now, who doesn’t know about the hazards of sharps injuries in the healthcare setting? After all, the Needlestick Safety and Prevention Act has been in effect almost 19 years. Yet healthcare workers continue to sustain sharps injuries (though exactly how many such injuries occur every year is a difficult statistic to … [Read more...]
HIDA’s Streamlining Expo & Business Exchange: Where the Industry Meets
The word on the street is that as the supply chain gets more complex, distributors are increasingly playing a vital role in creating cohesive partnerships. The “street” is the corridors and meeting rooms of HIDA’s Streamlining Healthcare Expo & Business Exchange. It’s where leaders from over 300 distributor, manufacturer, group purchasing, and provider organizations met in … [Read more...]