Walking into a meeting with a clinician, practice administrator or procurement leader who has decades of experience can be intimidating for any new sales professional. The industry’s young professionals are discovering that trust is built through actions rather than years on a résumé. By listening more than they talk, following through on commitments, preparing thoroughly … [Read more...]

Med/surg sales is a pressure cooker. Whether it’s helping a customer solve an urgent supply issue, managing dozens of competing priorities across a large territory or ensuring critical supplies arrive when they’re needed most, med/surg sales representatives operate in an environment where responsiveness and reliability matter. These young professionals share what pressure … [Read more...]

Young med/surg sales representatives are entering the industry with fresh perspectives, but many are discovering that the role is far more complex – and rewarding – than they initially imagined. While some were inspired by family members in the profession and others were drawn by a desire to make an impact in healthcare without pursuing a clinical career, all found … [Read more...]

From supply chain pressures to building customer relationships, emerging med/surg sales professionals offer an honest look at the realities of the job. For a new generation of med/surg sales professionals, success involves far more than the drive to move products. Today’s field sales consultants are balancing complex product portfolios, supply chain pressures, customer … [Read more...]

By Pete Mercer From Baby Boomers to Gen Z, every generation brings different experiences, expectations, and strengths to the workplace. There is a unique kind of tension in the workplace these days. It has less to do with what people are reheating in the shared microwave and more to do with the differences in generational experience. As each new generation comes into … [Read more...]

By Jenna Hughes How the healthcare industry is responding to the push to go green. Editor’s note: The following is the first in a  three-part series on sustainability. Integrating sustainable practices has been a recent focus for many healthcare organizations, driven by the need to balance quality patient care with environmental leadership. The healthcare … [Read more...]

By Pete Mercer How reps can spark the same passion seen in pop culture fandoms to build lasting loyalty and advocacy. Everyone is a fan of something. While fandoms have existed for years, they’ve become far more visible in mainstream culture as once-niche communities – like comic books – have exploded through franchises such as the Marvel Cinematic Universe. Today, … [Read more...]

Learning From Each Other in a Multigenerational Workforce In every generation of medical sales, one thing has remained remarkably consistent: the best representatives never stop learning. While the tools, technology and expectations of our profession continue to evolve, the willingness to improve has always separated good salespeople from great ones. I believe the absolute … [Read more...]

By Jim Poggi From respiratory pathogens to cancer screening, molecular testing is expanding rapidly. Here’s how healthcare providers and distributors can adapt as more diagnostics move into the physician office. We know molecular tests have rapidly penetrated the respiratory testing market. Starting with influenza, they quickly provided assays for strep, RSV, CoV-2 and a … [Read more...]

Medline expands northern California distribution capacity following fire Medline has announced a lease agreement for an existing 925,000-square-foot warehouse in Tracy, Calif., for immediate occupancy, as well as a 709,000-square-foot facility nearby in Stockton, Calif., for use in January 2027. These two facilities total more than 1.6 million square feet of new medical … [Read more...]