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...]
Healthy Reminders
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...]