Click Here to Read(link to pdf) Publisher's Letter 2020: A Wild RideDistributor reps across the country discuss their year-to-date, and their expectations for the rest of 2020 What about Wearables?How wearable technology could lead us into the future of healthcare Breaking Down SilosCollaboration between Supply Chain and IT helped one health system streamline … [Read more...]
August 2020
Click Here to Read(link to pdf) Publisher's Letter References and ReferralsManaging references and referrals effectively can pay big dividends COVID-19: The Industry Responds The Success Triangle ToolHow to overcome prospecting mistakes and increase your sales pipeline Here to StayThe world has changed. So too has demand for and supply of personal protective … [Read more...]
July 2020
Click Here to Read(link to pdf) Publisher's Letter Managing Your Product MixSteps to take for proper planning and analysis A Continuous JourneyUHS sees career development as an ongoing partnership between employees and managers COVID-19: The industry responds Infectious disease expert: Infection preventionists are "essential" to the COVID-19 … [Read more...]
June 2020
Click Here to Read(link to pdf) Publishers Letter Who, Why, When Let's Go, O&M Opening Back Up The New Normal Taking Care of Accounts COVID-19 and Post-Acute Care Reducing the Risk Identifying Gaps Outbreak Response The Value of Ride Days Reducing Airborne Transmission Frontline Infection Control Opioids Health news and notes DUKAL is solving clinical problems with … [Read more...]
May 2020
Click Here to Read(link to pdf) Publisher's Letter Specialty testing opportunities Lab/diagnostics: Talking points Excellence in Sales: Stacy Comb Excellence in Sales: Claire Bishop A systematized approach to selling MRSA: Still a threat Physicians catching on to digital health tools IDN Opportunities: Bold Steps More supply chain ripple effects to come Distribution: … [Read more...]
Selling Sustainability
On your calls, try promoting the environmental impact of your products It’s true that cost, effectiveness and patient outcomes are top of mind among your customers. But all things being equal, many healthcare professionals are opting for the more ecologically friendly option, according to those with whom Repertoire spoke. By practicing environmentally friendly habits, … [Read more...]
Medical Distribution Hall of Fame
Editors’ note: Meet this year’s three inductees into the Medical Distribution Hall of Fame: Henry Berling, Gary Keeler and Mike Racioppi. Each personifies courage, business smarts and perseverance, and each of their careers reflects the wisdom and joy of forming meaningful friendships with others in the industry. ‘In Henry We Trust’ Henry Berling helped build Owens … [Read more...]
Site Neutrality and Your Physician Customers
By Mark Thill Medicare reimbursements may be changing soon, but not everybody in healthcare is happy about it. Health-system-based outpatient-care providers are nervous that Medicare may soon reimburse them the same amount of money for clinic visits it reimburses independent physician practices and ambulatory facilities. Physician practices, on the other hand, can’t … [Read more...]
Sales in 2020
Are you up for a challenge? The year 2020 promises to bring a mix of the old and the new. Yes, there will be challenges – quotas, competition, customers who are squeezed by reimbursement cuts. But there also will be opportunities for medical sales representatives to hone their craft, improve their service, and simply get better. Repertoire posed questions about the year … [Read more...]
Manufacturer Reps to Watch
Success in sales – theoretically – isn’t hard to figure out: Work. Work hard. Do the right things. But it’s in the “doing” that things get tough: Meeting aggressive sales goals. Dealing with competitors. Balancing work with the exigencies of your personal life. Selling isn’t easy. But three things can help: Sharing with and learning from others in the field. Humor. … [Read more...]