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...]
Paul Julian: To the Point
Medical Distribution Hall of Fame For McKesson Medical-Surgical executive, actions speak louder than words Paul Julian gets things done. He built McKesson Medical-Surgical into a nationwide distributor for the non-acute market. He did it with speed, efficiency, discipline, leadership and focus. Julian was a key player in McKesson’s 1997 acquisition of General Medical, … [Read more...]
MARCA and HEDIS
Where will regulatory updates take physician offices? Ensuring a smooth continuum of care for discharged hospital patients, curbing opioid usage, and telehealth were all on the minds of the National Committee for Quality Assurance (NCQA), as it issued new technical specifications for the 2018 edition of the Healthcare Effectiveness Data and Information Set, or HEDIS. The … [Read more...]
PAMA: The Stage is Set
How will the new rates impact providers, distributors and manufacturers? The Centers for Medicare and Medicaid Services released its final rates for the Clinical Laboratory Fee Schedule in November, as part of the Protecting Access to Medicare Act (PAMA). The new schedule – which was to become effective Jan. 1 – is an attempt to bring the rates that Medicare pays for lab … [Read more...]
Suppliers’ partner
With a background in consulting and process improvement, Jack Stephens is molding McKesson Medical-Surgical’s relationships with customers and suppliers. Not long ago, the position Jack Stephens holds at McKesson Medical-Surgical was referred to as supplier management. Stephens’ title today is senior vice president product strategy and supplier partnerships. It’s more … [Read more...]
Razor sharp: Ten manufacturer reps to watch
“Iron sharpens iron,” says Peter Green, MedTech/MedCare, quoting the Book of Psalms. (The full quotation is, “As iron sharpens iron, so one person sharpens another.”) Green believes that manufacturer and distributor reps make a powerful selling team, if they work together. So do the other reps among this year’s “Ten Manufacturer Reps to Watch” feature. See what we mean … [Read more...]