Rep Corner When Steve Amadio wants something, he goes after it – with vigor. Steve Amadio says he’s pretty laid back. “But when I want to do something, I don’t stop until I do it.” That’s how he got his job in 2012 with McKesson Medical-Surgical, doing inside sales of medical equipment and furniture to the extended care market. That’s how he closes sales every day as … [Read more...]
The Sepsis Puzzle
Sepsis disguises itself too well Sepsis: It’s subtle, and deadly. It offers some clues of its existence, but you have to be watching for them. Early diagnosis is essential to stop it in its tracks. Sepsis impacts between 900,000 and 3 million people in the United States each year, according to Terri Lee Roberts, BSN, RN, CIC, FAPIC, senior infection preventionist for the … [Read more...]
Home Healthcare Providers to Face Worker Shortages
Smart Selling: Distributor Sales Strategies From HIDA By Elizabeth Hilla, Senior Vice President, Health Industry Distributors Association You may have heard from many of your post-acute and home healthcare customers about the difficulties hiring workers in this space. But did you know this is part of a national trend? Demand for home healthcare workers is expected … [Read more...]
Diabetes: In the News
Updated recommendations from ADA The American Diabetes Association’s (ADA’s) Standards of Medical Care in Diabetes is updated and published annually in a supplement to the January issue of Diabetes Care. Based on new data, ADA changed the criteria for the diagnosis of diabetes to include two abnormal test results from the same sample (i.e., fasting plasma glucose and A1C from … [Read more...]
Bill Sparks: Goalie-oriented
Medical Distribution Hall of Fame With nerves of steel, he built a national rep firm – twice Big sales. Big success. Big reputation. But in person, Bill Sparks – a 2019 inductee into the Medical Distribution Hall of Fame – hides it all pretty well. “Bill had been with Welch Allyn for probably six months or so before we met in person at a national sales meeting,” … [Read more...]
Roger Benz: Hay baler
Medical Distribution Hall of Fame He’s not above any task If there’s a flannel shirt in your closet, there’s a good chance you would enjoy working for Roger Benz, a founder of Seneca Medical in Tiffin, Ohio, and soon-to-be retired co-CEO of Concordance Healthcare Solutions. Located about 50 miles southeast of Toledo, Tiffin has a population of about 18,000. It has 12 … [Read more...]
Gerry LoDuca: Family man
Medical Distribution Hall of Fame Gerry LoDuca, an inductee into the Medical Distribution Hall of Fame, founded and built DUKAL Corp. into a $100+ million company selling high-quality, low-cost medical commodities and disposables. And he did it using one principle above all others: Treat people like family, whether they are employees, distributors or contract manufacturers, … [Read more...]
Rep Corner: John Kropf
Getting better at getting better Fleet manager for a trucking firm. Investment advisor. Physician practice operations manager. Competitor in the Frostbite Series boat race off Lake Michigan … in November! Take experiences such as these, and add an underlying belief in the power of teamwork, and one starts to get a pretty accurate picture of the professional development of … [Read more...]
Brad Jacob: Navigating a Complex Marketplace
Excellence in Sales: Follow-up Editor’s note: Every year since 2000, Repertoire has recognized recipients of the Repertoire/HIDA Excellence in Sales Award. In this issue, we follow up with one of those recipients. In 2000, when Brad Jacob (of what was then called McKessonHBOC) was named the first recipient of the Repertoire/HIDA Excellence in Sales Award, he described the … [Read more...]
RepCorner: Walk a Mile
Empathy trumps apathy, says Will Cambardella Really understanding and sharing in another person’s emotions and thoughts takes time, effort and attention, says Will Cambardella, strategic account executive, government, for Midmark Corp. Cambardella has exercised all three, recently completing an eight-year reserve tour at AFRICOM, the U.S. Africa Command, which included … [Read more...]