Chris Huppert Mike Ludwig Past Winners Distributor Manufacturer 2015 Todd Matthews, McKesson Medical-Surgical Nick Riordan, Welch Allyn 2014 Chuck Ryan, McKesson Medical-Surgical Nate Williams, Midmark 2012 Paul Lilly, McKesson Medical-Surgical Louis Cupo, Cardiac Science 2011 KC Meleski, Claflin Equipment Mimi … [Read more...]
Equipment Selling Strategies
Patient experience, outcomes and cost all factors to consider in equipment sales Equipment selling has never been for the impatient. Sales cycles are longer than those for most med/surg items. More dollars are typically at stake. More people are involved in the decision-making process – particularly as physician practices are acquired by IDNs and health systems. And GPOs are … [Read more...]
The Red, White and You
How important is ‘Made in the USA’ to your customers? Lower total cost. Time-savings. Better patient outcomes. Improved patient experience. What customer doesn’t want to hear these words from their favorite rep’s mouth? Now how about “Made in the USA?” Does that still sell? Manufacturers who build their products in the United States certainly believe so. Repertoire asked … [Read more...]
Infection Preventionists
The heroes who fight the villains Infection preventionists: They read a lot. They worry a lot. They can be perfectionists. They enjoy detective work. They’re evangelists. They’re leaders. They think about nasty things that others would prefer to ignore. They’re direct with people, but encouraging too. They’re tough; they don’t shrink from the phrase “zero tolerance.” But … [Read more...]
Jump to MACRA
Physician payments are moving away from traditional models. Are your customers prepared for the change? Reimbursing doctors on the basis of quality and value of care is here, and it won’t be reversed, says Pamela Ballou-Nelson, RN, MSHP, PhD, PCMH CCE, senior consultant, Medical Group Management Association. Right now, it is the Centers for Medicare & Medicaid Services … [Read more...]
Medical Distribution Hall of Fame
Brad Connett: A Leader It could be the summers spent longlining swordfish on a commercial fishing vessel off the North Carolina coast. Or, the years spent getting to know, understand and integrate sales reps from multiple independent distributors whom his company acquired while growing its presence in the medical market. Perhaps it was hours spent as a kid in his … [Read more...]
The annual physical: Is it worth it?
At $10 billion or so a year, some question the value of annual physicals Today, as healthcare providers – and consumers – preach the importance of preventive healthcare and population health, why would anyone diss the annual physical? An annual rite of passage for as many as one-third of U.S. adults, the physical is coming under attack from some providers, who question its … [Read more...]
Concordance Healthcare Solutions
An independent with plans to go national The three independent distributors who announced plans in December to form Concordance Healthcare Solutions say they can service providers caring for about 70 percent of the U.S. population – and maintain their independent spirit while doing so. That means they’ll maintain local customer service, sales and warehousing, and continue … [Read more...]
Ready for 2016
Six reps share their thoughts about selling in the year ahead What does the year ahead hold for you in the field? What will you need to be successful? Repertoire asked several readers these questions. Sharing their thoughts were: Tom Cook, account manager, McKesson Medical-Surgical Territory: Orlando, Fla. Years in medical sales/management: 23 Dick Daley, field sales … [Read more...]
Collaboration for the Customer
In today’s market, no rep is an island Customers are bigger and more complex than ever. Stand-alone hospitals and medical practices have given way to IDNs, with interlocking sites of care, managers, processes and cultures. Accordingly, the stand-alone sales rep of days past is giving way to a more team-oriented person, that is, someone who can work with others within his … [Read more...]