After surviving a terminal cancer diagnosis, Dave deBronkart turned his experience into a global call for partnership between patients and providers. In January 2007, Dave deBronkart was diagnosed with stage IV, grade 4 renal cell carcinoma, with a median survival estimate of only 24 weeks. Rather than passively accepting the prognosis, he immersed himself in patient … [Read more...]

How the Stanford Coordinated Care model improved outcomes, reduced costs, and restored joy in medicine. Early in his career, Dr. Alan Glaseroff and his wife Dr. Ann Lindsay – his longtime medical and professional partner – saw firsthand the evolution of primary care from an independent, community-based model to one increasingly burdened by administrative complexity. “When … [Read more...]

Embracing handwritten communication in a digital world. By Pete Mercer There’s something powerful about receiving a handwritten letter in the mail. This seemingly small act of kindness feels like a seismic shift in a digital world – in an era of digital convenience where the entire world is only a phone call, text, or FaceTime away, someone has taken the time to write a … [Read more...]

Most reps don’t fail because of product or price. They fail because they dodge the one moment that matters most: asking the courageous question. By Brian Sullivan It happened in a tiny conference room that smelled like burnt coffee and old carpet – the kind of place where either deals go to die or great reps are born. I was shadowing a young rep named Marcus. Smart … [Read more...]

A blend of field-trip training, deep listening, and relentless curiosity has helped Jim Niekamp turn unmet needs into breakthrough innovations, and transform reps into advisors customers can’t live without “Owning the relationship,” is not a clever marketing phrase to Jim Niekamp. It’s a philosophy he’s lived by for decades, one he learned from mentors, history, and even … [Read more...]

Ben Brinker on how Cardinal Health’s Global Supply Chain stays ready for adverse events, disruptions and uncertainty. When you think of the medical supply chain, it’s easy to imagine an invisible network of trucks, warehouses and shipments humming in the background. But for Ben Brinker, President of Global Operations and Supply Chain for Cardinal Health’s Global Medical … [Read more...]

CME Corp. brought together its nationwide sales force, key vendor partners, and leading equipment planners at its annual National Sales Meeting (NSM), held once again at the Marriott in Newport, Rhode Island. The event drew remarkable engagement across all sectors of the organization, reflecting CME’s ongoing growth and evolving role in the healthcare equipment space. In … [Read more...]

Rich Bilz of Henry Schein and Todd Matthews of McKesson reflect on decades in distribution, offering insights on persistence, partnerships, training, and mentorship for the next generation. In the fast-paced world of med/surg distribution, seasoned sales representatives carry a wealth of knowledge shaped by years in the field, mentorship, and firsthand experience navigating … [Read more...]

For more than a decade, Unident/Unimed USA has carved out a niche in California’s medical and dental supply landscape. Based in San Jose and led by owner David Gordon, Unident/Unimed exemplifies the spirit of the independent distributor: nimble, responsive, and relationship-driven. The company provides a wide range of medical and dental supplies and equipment to the California … [Read more...]

Even experienced sales professionals can drift from proven principles. Learn a simple, repeatable process to refocus on customers, maximize efficiency, and grow revenue. By Jim Poggi We have all been to sales training conferences or received sales process coaching from our managers and peers, and most of us have read a sales text or two. But how often do we wake up on … [Read more...]