They bring order to many points of care Health systems keep growing in size, and so does the volume of point-of-care tests being conducted in their acute- and non-acute-care settings. Needless to say, the management challenges associated with POC testing are growing as well. For example, who is doing testing in the hospitals and far-flung non-hospital sites? Who is … [Read more...]
Lab and diagnostics: Where will you fit in?
Laboratory equipment and products remain a crucial component of the sales rep’s offering. But, like everything in healthcare, the market is changing. Molecular point-of-care tests are getting faster and less expensive. Liquid biopsy will probably transform cancer detection. And providers will most likely find that their diagnostic skills are enhanced by artificial intelligence. … [Read more...]
Flu vaccine: Good to go for upcoming season
Initial delays shouldn’t affect availability Despite some initial delays, supplies of flu vaccine for the 2019-2020 season are expected to be more than adequate to meet demand. Its effectiveness, however, will only be measured at the end of the season, as it must be every flu season. “As of now, it looks like there will be enough flu vaccine available from all … [Read more...]
Spirit of Service
Successful sales reps consider their job to be one of service. Successful companies share the sentiment. Some healthcare distributors and manufacturers believe in extending their mission of service even beyond their own reps and customers. By championing a charity, foundation or a community non-profit, they try to imbue the spirit of service among the entire company as well … [Read more...]
Face-to-Face Selling
It still counts, especially in an e-commerce world Why is it that, 20 or 25 years after the introduction of e-commerce, successful sales reps still spend so much time out of their offices for face time with existing and potential customers? And why do so many manufacturer reps continue to seek ride-days with their distributor counterparts? First of all, it works. “There … [Read more...]
Infection Prevention: Progress, Not Perfection
The trends look promising, but there’s room for improvement Each day, approximately one in 31 U.S. patients contracts at least one infection related to his or her hospital care, reports the Centers for Disease Control and Prevention. That might not sound like great news. But it does signal progress. “Overall, there is a lot to be happy about,” says Keith Kaye, M.D., MPH, … [Read more...]
Lab sales: A guide for the well-informed rep
Technology’s changing. Economics are changing. Attitudes are changing. Are you? Lab testing is important to physicians, patients, manufacturers, sales reps, payers and others. But the technology is changing. So are providers’ attitudes. Accuracy remains most important, but cost-effectiveness is not far behind. Repertoire asked Jim Poggi about how sale reps can navigate lab … [Read more...]
Excellence in Sales
What is excellence in sales? Numbers help, for sure. But every Repertoire reader knows it’s more than that. It’s that drive to get better, to help people, to have an impact on something meaningful. More often than not, it’s also fun. This year, as we have since 2000, Repertoire recognizes two people – one from the distributor side, one from the manufacturer side – who embody … [Read more...]
March 2019
Click Here to Read (w link to pdf) Medical Distribution Hall of Fame Worth the Risk: Three inductees into the Medical Distribution Hall of Fame represent entrepreneurship at its nail-biting finest Roger Benz Gerry LoDuca Bill Sparks PUBLISHER’S LETTER Respiratory Testing The game keeps changing. Are you? Updated … [Read more...]
Heart Disease: An Uphill Climb
Despite decades-long improvement, heart disease and stroke remain leading causes of morbidity, mortality, and healthcare costs in the United States. One year ago, the Centers for Disease Control and Prevention and the Centers for Medicare & Medicaid Services launched Million Hearts® 2022, a national initiative to prevent a million heart attacks, strokes, and other acute … [Read more...]