Patient engagement, interoperability two challenges physicians face in meeting requirements in the Meaningful Use program. And Stage 3 is looming. The Meaningful Use program, instituted as part of healthcare reform, has been the primary tool of policymakers to incentivize electronic-health-record adoption and proficiency. 2015 marks the last year that eligible providers – … [Read more...]
Team Players
Mid-Atlantic Purchasing Coalition Pharmacy Network’s members ask not only what the group can do for them, but what they can do for the group. A broader outlook means greater savings – for members and their purchasing network. At least, that’s what the folks at Mid-Atlantic Purchasing Coalition Pharmacy Network (MAPC Rx), a VHA SupplyNetwork ™, have discovered. Since the … [Read more...]
HIDA Health Reform Update: Washington Summit
Distributors return to Capitol Hill, double down on advocacy By Linda Rouse O’Neill More than 50 leading healthcare distribution executives met in Washington, D.C., at the end of June for HIDA’s annual Capitol Hill fly-in and Washington Summit. The distributors, along with manufacturer partners, participated in more than 80 meetings with members of Congress and key … [Read more...]
Distributor Sales Strategies from HIDA
Afraid to sell that higher-priced product? You may be selling your customers short By Elizabeth Hilla As the healthcare industry undergoes unprecedented change, providers are adapting their operations to align more closely with the triple aim: improving quality, improving patient satisfaction, and reducing costs. Looking at that third component, your customers may think … [Read more...]
Getting Personal
McKesson Medical-Surgical 2015 National Sales Conference McKesson Medical-Surgical is calling on its sales reps to “be the ones” to lead the business forward, drive growth and inspire others to succeed. The theme for the company’s springtime 2015 National Sales Conference, “Be the One,” “emphasized the personal responsibility we each must take to increase our focus on our … [Read more...]
In-Credible
How to move up the credibility chain By Tom Coy Regardless of your seniority as a medical distribution sales representative, all business relationships have a starting point. Credibility is the earned authority that helps gain an introduction and opportunity to meet and speak with a customer or prospect. When your existing customers know you are credible, they will be … [Read more...]
Selling with Noble Purpose
Why organizations with a Noble Purpose outperform organizations focused on earnings By Lisa Earle McLeod Editor’s note: Lisa Earle McLeod spoke at the recent Distributor Insights meeting, in a networking reception sponsored by the Professional Women in Healthcare. Do you have a Noble Purpose? Or do you just sell stuff? We all want to do good. But doing good … [Read more...]
PUBLISHER’S LETTER: Answering the Challenge
Order takers or professional salespeople? That is the question manufacturers are asking about distribution in 2015. I speak at roughly 15 national sales meetings a year. Typically, I am tasked with presenting best practices in working with distribution. Almost every time someone asks me: “Do you really think reps sell anymore?” Candidly, I’m tired of this question – and you … [Read more...]