Bringing value, aligning one’s sales approach with the physician’s objectives, are keys to overcoming diminishing face time In 2006, Chicago White Sox Manager Ozzie Guillen managed the American League All Star team. In the days and weeks prior to the game, Guillen came under attack for overlooking some talented players, including Boston pitcher Curt Schilling and Yankee Mike … [Read more...]
Henry Schein and Cardinal Health
The recent acquisition by Henry Schein, Inc. of Cardinal Health’s physician office business demonstrates that the needs of the physician office differ from those of the acute-care hospital, and that healthcare leaders recognize as much, according to those involved. The two companies announced in late November that the physician-office-focused business of Cardinal Health’s … [Read more...]
The Reason
Repertoire asks, Why are you in medical sales? Your mom or dad might have told you there’d be days like these. Tough ones, where every call, every audience, seems to be hard-fought. But in the end, if you had it to do over, would you? Most Repertoire readers who responded to a recent questionnaire said “Yes.” In November, Repertoire asked readers to respond to a … [Read more...]