By Brian Sullivan, CSP I’ve been coaching a rep named David for the better part of a year. Smart guy. Prepared. Genuinely curious about his customers. He walks into a call, builds rapport naturally, and asks the kind of questions that make buyers lean forward in their chairs. He listens. He takes notes. He follows up on what they said three weeks ago. Every customer he calls … [Read more...]
Dean Calderone: A Call to Action
By Pete Mercer When a late-night call sparked a mission to Haiti, one healthcare leader discovered that true impact goes far beyond sales — and starts with saying yes. Going above and beyond is often framed as a competitive advantage – a way to win business, earn trust or move ahead professionally. But sometimes, the most defining moments aren’t tied to quotas or … [Read more...]
Back to Basics in Lab Sales
By Jim Poggi Even as diagnostics rapidly evolve, success in the physician office lab still comes down to trust, discipline and mastering the fundamentals. When we think about selling into the physician office lab, we frequently think about the exciting advances in testing and how to position these advances with our customers and prospects. HPV is on the verge of replacing … [Read more...]
Max and Scout: The Beginning
A young sales rep and his trusty pen set out to help healthcare heroes – one order, one smile and one patient at a time. Editor’s note: Ever wondered how to explain the work you do to your kids? The team at Repertoire has created a series of short stories you can read to your children (or grandchildren) to help them better understand the work you do, and why it is so … [Read more...]
Why Autoclaves Deserve a Closer Look
Outdated sterilization processes can put patients and workflows at risk – making it essential for distributor reps to guide practices toward the right autoclave solutions. As outpatient procedures grow more complex, sterilization is becoming a critical conversation point for distributor sales reps – not an afterthought. According to Tuttnauer, reps should proactively … [Read more...]
From Equipment to Outcomes: Selling Sterilization the Right Way
A consultative approach helps reps position sterilization as a strategy for safety, compliance and efficiency. Proper sterilization remains one of the most critical – yet often overlooked – elements of infection prevention in physician offices, according to Tracy Timmerman, Director of Marketing, Medical, at Midmark Corporation. “Proper sterilization is foundational … [Read more...]
The Confidence Behind Every Cycle
How consumable indicators verify sterilization performance and bring consistency to sterile processing workflows. In sterile processing, certainty is everything – yet absolute proof remains elusive. Hospitals and clinics cannot directly confirm that every instrument is free of harmful microorganisms after sterilization. Instead, they rely on a system of checks to verify … [Read more...]
Building Consistency in Outpatient Infection Prevention
OrthoCarolina outlines how structured oversight, staff training, and supplier partnerships reduce variability and risk. As outpatient orthopedic care continues to grow across the Southeast, OrthoCarolina is emphasizing rigorous infection prevention protocols to support more than 1 million patient visits annually. Founded in 1922, the independent academic orthopedic … [Read more...]
NDC Exhibition 2026
Courtesy of NDC Insight, innovation and momentum in Nashville The NDC Exhibition, held April 6-8 at the Grand Hyatt in downtown Nashville, brought together supplier and distributor partners for several days of impactful education, strategic dialogue, and relationship building across the healthcare supply chain. With a 20% increase in attendance and 39 companies … [Read more...]
Contribute 2026
Courtesy of Concordance Healthcare Solutions Concordance Healthcare Solutions hosts “2026 Contribute,” focused on the future of healthcare. Contribute 2026, the Concordance National Sales Meeting, was hosted in St. Louis, Missouri and brought together hundreds of Concordance team members, supplier partners and exhibitors for a week of connection focused on collaboration, … [Read more...]