For 2019, get on the right thing – and stay on it Today’s medical sales reps spend much of their day speaking to providers about supplies and equipment to care for patients with obesity and chronic disease. Meanwhile, they may be neglecting their own health. Repertoire asked a handful of sales managers about their reps’ health and well-being. Their thoughts about stress, … [Read more...]
Manufacturer Reps to Watch
Reponsive. Accessible. Knowledgeable. These are a few of the traits that help make a manufacturer rep successful in their partnerships with distributor reps. Repertoire asked ten successul manufacturer reps their insights on several topics, including how they can add value to their accounts, the biggest change they anticipate in medical products sales – and even ride days … [Read more...]
Continuous Glucose Monitoring
A new technology may help patients and caretakers better manage diabetes Ah, the fingerstick. People with diabetes know it well. One fingerstick and a blood glucose meter, and they know their blood glucose concentrations, at least at that moment in time, and whether they need to address it, e.g., with sugar or insulin. But fingersticks hurt. They take time. They’re a … [Read more...]
Selling into the POL
Start well, end well If you want to catch your lab customers’ attention, downplay using the word “lab” and instead focus on “patient care” or, better yet, “treatment plan.” “When you focus on how tests will influence treatment plans, you’ll always have their interest,” says lab expert Jim Poggi, Tested Insights, LLC. Poggi made his comments during the first of a series … [Read more...]
The Flu Forecast
Flu season is approaching. Are you ready? The 2017-2018 flu season was a tough one. More than 170 children under 18 died because of flu. And 2018-2019 could be tough as well, with some of the more virulent strains expected to make an encore appearance. There is some good news for Repertoire readers and their customers: Plenty of injectable vaccine should be available for … [Read more...]
Big Time
Selling equipment to today’s consolidated customers It’s no mystery why many hospital systems and multisite physician clinics want to standardize equipment selection and purchasing. There are economies of scale, the desire to connect multiple sites to an electronic medical record, the benefit of ensuring that staff are proficient on the equipment used at all sites, … [Read more...]
Back to School
It’s bad news for kids, but not so much for parents, doctors or sales reps The words “Back to school” may be disheartening to kids, but not to their parents or their pediatricians. And to med/surg distributors, back-to-school represents an opportunity to prepare their customers for flu season and vaccinations. “Regular history and physical exams including back-to-school … [Read more...]
Step Up!
In a point-and-click world, it’s up to the rep to make a difference Healthcare providers have more information and power at their fingertips today than ever before. Online sellers, most recently, Amazon, are making a bid for their business. So, what does a sales rep bring to the table? A sense of understanding, empathy and compassion. A desire to learn and to serve, and a … [Read more...]
May 2018
Click Here to Read (pdf version) The Pursuit of Excellence Amidst so many changes in U.S. healthcare, one thing remains the same: The impact of the salesperson on the delivery of patient care. As we have since 2000, Repertoire is pleased to recognize sales excellence on the part of a distributor rep and a manufacturer rep, with the … [Read more...]
Infection Rates Down
Providers are making progress on reducing healthcare-associated infections Healthcare in the U.S. is safer now than it was 10 years ago, according to recent data compiled by the Centers for Disease Control and Prevention. The incidence of central-line-associated bloodstream infections (CLABSIs) dropped significantly between 2008 and 2016, while catheter-associated urinary … [Read more...]