Bionix has been dedicated to ensuring safety for non-specialists for 40 years. Its founders introduced the FlexLoop Safe Ear Curette® in 1984 to help speed diagnosis and treatment for conditions like ear infections. With this tool, pediatricians and family practitioners could perform cerumen removal, diagnose and begin treatment during the same visit. Jim Huttner, MD, PhD, … [Read more...]

The power of listening in customer conversations. By Patrick T. Malone “What’s the point of talking to anyone if you don’t tell them what you think?” – Jon Krakauer, American writer, mountaineer, Pulitzer Prize finalist. I suppose when you are a Pulitzer Prize finalist, some people might want to know what you think. But when I read the quote above, I immediately think … [Read more...]

The sweet spot of sales. By Brian Sullivan Ever had a customer say “Yes,” “Wow,” or even “How much?” If so, congratulations! You’ve just heard what we call security alarms – signals that the customer is ready to buy. The trick now is to resist the urge to bombard them with more information. Remember, sales isn’t a boxing match where you keep throwing feature jabs and … [Read more...]

Knowing one’s purpose plays a significant role in developing the right leadership skills. By Pete Mercer What are you here for? Are you fulfilling your purpose? Finding your purpose can be a tricky journey. Too often, we cite our skills, positions at work, or even our job descriptions as what we are “meant to do” with our lives. Our purpose runs much deeper than that. … [Read more...]

Baxter’s Draven Chisholm shares how college athletics helped cultivate a competitive fire that continues to burn in her sales career. By Jenna Hughes A successful salesperson must be strong, resilient – and much like an athlete – driven to win. Indeed, Draven Chisholm was inspired to pursue a career in medical sales by her experience as a collegiate student athlete. … [Read more...]

Courtesy of NDC The NDC Exhibition 2024, held May 13-15, made its grand return to downtown Nashville, Tennessee, and was a convergence of innovation, education, and strategic networking for the independent healthcare distribution industry. The agenda featured inspiring speakers, hands-on training and vibrant entertainment, fostering professional growth and industry … [Read more...]

Owens & Minor’s Vicky Lyle has a passion for improving the U.S. healthcare supply chain and investing in tomorrow’s leaders. Winning the Professional Women in Healthcare’s Jana Quinn Inspirational Award was a tremendous honor for Vicky Lyle, vice president, Industry Associations, Owens & Minor. “Although I did not know Jana Quinn personally, I’ve learned a great … [Read more...]

Best practices distributor reps can use in preparation for the coming respiratory season. By Jim Poggi, Principal, Tested Insights As we approach respiratory season 2024-2025, one thing is certain: the number of respiratory pathogens the physician office needs to contend with is growing.  With this change, the amount of information the well-established … [Read more...]

A Word of Thanks It is with a mixture of pride and a touch of sadness that I write this month’s publisher’s letter. As the publisher of Repertoire Magazine, I have the honor of acknowledging the extraordinary career of a true legend in our industry, Mark Thill, who will be stepping down as editor after 31 remarkable years. Mark’s name has become synonymous with … [Read more...]