How IDNs and supply chain leaders navigated the tri-demic of 2022-2023. By Pete Mercer The most recent respiratory season marked a uniquely challenging time for health systems and hospitals across the country as they squared off against a tri-demic: the intersection of RSV, flu, and COVID-19. This combination of respiratory illnesses posed a dangerous threat to patients, … [Read more...]
A Hub for Collaboration
Midmark’s Experience Center brings together vendor, distributor and end user to map out physician office design and function Since February 2021, Midmark’s 21,000-square-foot Experience Center in Versailles, Ohio, has become a place for customers to “learn about operational and clinical workflows and – combined with healthcare technologies – design their own best practices,” … [Read more...]
Back to Basics
Hand hygiene supply chain challenges and opportunities in long-term care. By Paul Girouard You might have heard this story before, “It’s time to get back to basics with….” fill in the blank. That is the case with hand hygiene in the long-term care market (LTC) segment. The past few years have been the perfect storm of supply chain disruption. Demand for hand hygiene in … [Read more...]
When the Body Talks
The keys to reading body language in a sales environment. By Pete Mercer Can you tell when someone is lying? Unless you know them well, it can be difficult to determine when the other person is not being completely honest with you. Body language is often a great indication for identifying whether someone is lying to you or not. Knowing how to read body language is an … [Read more...]
Unleashing the Power of Personality
How every personality type can excel in sales By Brian Sullivan Just this week, I had a VP of Sales from a medical manufacturer call seeking some advice. He said he received a call from one of his Zone Sales Managers who mentioned that he feared they may have to fire one of their newer reps because she was, well, “just too quiet in the calls.” My simple response was, … [Read more...]
Carry The Load
Henry Schein’s corporate social responsibility programs support veterans through recognition and advocacy efforts. By Jenna Hughes For Francis Lanni, Business Development Executive for Enterprise Health at Henry Schein, Memorial Day takes on a very important meaning. Lanni served in the U.S. Marine Corps from 1986 to 1992. His father, sister, father-in-law, … [Read more...]
“We in 23”
IMCO’s 2023 Annual Convention and Trade Show celebrated industry partnerships and looked toward a bright year ahead. Courtesy of IMCO With a theme of “We in 23”, IMCO’s 2023 Annual Convention and Trade Show highlighted the importance of unity and partnership. We are focusing on the spirit of how we work together as individual companies within our collective group. The way … [Read more...]
Cash Flow and Your Customer’s Lab
Financial concerns are not going away. What reps can do to solve customer concerns and keep their business growing. By Jim Poggi If 2020 and 2022 were to be infamous for both the COVID-19 pandemic and supply chain issues, it’s very clear that 2023 is going to be the year of financial challenges and considerations. This is true of the entire U.S. economy, but several … [Read more...]
Publisher’s Letter
Invest in Yourself This Summer July tends to be a slow time for those of us in med/surg sales. In many ways it is the calm before the storm of back to school and respiratory season. It’s a time to relax and go on vacation with our family and friends so that we can recharge and prepare for closing the year strong. As you take the next 4-6 weeks recharging and getting a … [Read more...]