By Brian Sullivan, CSP Smart reps win by showing up, asking questions and staying present when opportunity strikes. I hear it all the time. “Everyone in this system already has a vendor.” “That IDN has been locked up for years.” “Their current rep is their best friend. There’s no way in.” I nod. I listen. And then I ask the same question I always ask: “How do you … [Read more...]
Publishers Letter
A Message to Our Leaders There’s a scene in the movie “Jerry Maguire” where everything comes to a head – not with numbers or contracts, but with conviction. It centers on a mission statement, a plea, a line in the sand that says, “This is who we are – or at least who we’re supposed to be.” That’s where I believe we are today as an industry. For decades, medical supply … [Read more...]
Cancer Screening
By Jim Poggi Are we starting too late? There are a few words that scare most of us. “Cancer” is one of those words. Whether it is a personal diagnosis or a friend sharing their diagnosis, it is one of those words that makes most of us think of worst-case outcomes. Just being asked to prepare for an MRI or a CT scan when uncomfortable symptoms come up is a … [Read more...]
Why Collaboration Is the Real Engine of Supply Chain Transformation
Scripps Health’s Cecile Hozouri, JHC’s Contracting Professional of the Year, shares how inclusive leadership, clinician engagement and patient-first thinking turn resistance into results. Cecile Hozouri, Corporate Vice President of Supply Chain at San Diego, California-based Scripps Health, credits her leadership philosophy to early experiences in consulting and a career … [Read more...]
Uncertainty Is the New Normal in Shipping
By Wyeth Ruthven, Director of Congressional and Public Relations, Health Industry Distributors Association For distributors of medical products, ongoing shipping challenges are a test of resilience. It is never just one thing creating uncertainty in shipping markets – it is a multiplicity of factors. Tariff policy and geopolitical instability are short-term disruptions with … [Read more...]
Where Medicine Meets Dentistry: Inside Henry Schein’s Dallas Discovery Center
The new 8,300-square-foot facility brings clinicians, suppliers and technology together under one roof to advance the future of integrated care. Henry Schein recently opened a new training and innovation facility in Texas designed to bring medical and dental professionals together to explore integrated approaches to care. On March 4, 2026, the company formally unveiled … [Read more...]
Focused Care: At-Home BP Monitoring
UC Davis Health unveils at-home patient blood pressure monitoring. Nearly half of all adults in the U.S. have hypertension (48.1%, or 119.9 million), according to the Centers for Disease Control and Prevention (CDC). Patients are often not aware that their blood pressure is elevated – which is why it is referred to as an ‘invisible killer.’ Hypertension puts patients at an … [Read more...]