Cardinal Health’s Mary Place believes true success comes when the team thrives. By Pete Mercer Mary Place is a national vice president, corporate accounts/acute care for Cardinal Health’s U.S. medical products and distribution business. In a recent interview with Repertoire Magazine, she discussed her career at Cardinal Health, the challenges facing the industry, and what … [Read more...]

Mark Copeland on what it takes to get your products through the value analysis filter in a healthcare setting. By Pete Mercer Whether you are in over your head or simply don’t understand the lingo, it’s not uncommon to feel like you need a translator for a meeting with clinicians. Even when you know your product lineup front to back, it might feel as if you and the other … [Read more...]

Why the best reps thrive in chaos. By Brian Sullivan, CSP – PRECISE Selling You don’t need me to tell you the world’s a little weird right now. Between trade wars, tariffs, shipping delays, cost spikes, and buyers who act like you’re personally responsible for it all, medical sales reps could be forgiven for waking up every day and muttering, “Really? What now?” But … [Read more...]

Test your IQCP IQ By Jim Poggi, Principal, Tested Insights This month, we are going to take a deep dive into Individualized Quality Control Program, or IQCP. I am going to abbreviate it to “IQC” for the balance of this column for simplicity. As moderate complexity labs develop experience and confidence in their analytical system, some look for opportunities to perform … [Read more...]

Still Standing If you’ve been in medical distribution sales for the last 25 years – or even just the last five – you know this job is not for the faint of heart. We’ve seen more than our fair share of storms, and yet here we are, still standing, still selling, still serving the caregivers who take care of this country. Think back to the early 2000s. The dot-com scare that … [Read more...]