By Patrick T. Malone How shifting language away from the customer and toward the issue helps sales leaders defuse negativity and build alignment. No matter how skillful your sales presentation is, distribution reps are likely to encounter negative reactions. When dealing with negative attitudes, reps must stay focused on their goal and realize the customers with … [Read more...]

By Brian Sullivan Reps say they want to earn like professionals. But do they train, recover and review like one? Let’s be honest – if your sales career were a tryout, would you make the team? Not “the team” as in “you have a territory and a line card.” The team – as in the starting lineup. First call on the new facility. The rep they trust when the contract is on the … [Read more...]

By Jim Poggi Why admitting mistakes fast, asking better questions and knowing your limits are essential skills for every consultant. This month I plan to take us down a dark road that most of us are uncomfortable experiencing or talking about. I plan to explore what happens when consulting goes “oops.”  As consultants to our customers and trusted members of our … [Read more...]

By Pete Mercer Mark Van Sumeren’s latest book examines how business leaders can harness AI without surrendering professional judgment, ethics or accountability Artificial intelligence (AI) is here. Over the last few years, we have seen it explode from a conceptual idea to a widely used and applicated tool, with varying degrees of success. Sure, it’s not perfect – but it … [Read more...]

APIC and SHEA create HIPAG to guide infection prevention priorities and dialogue within the industry. Two leading infection prevention organizations announced in late 2025 the formation of a new collaborative body aimed at bolstering national infection control efforts. The Association for Professionals in Infection Control and Epidemiology (APIC) and the Society for … [Read more...]

Estimates show U.S. health spending grew 7.2% in 2024 U.S. health care spending reached $5.3 trillion in 2024 – growing 7.2% from 2023 – the Centers for Medicare & Medicaid Services reported Jan. 14 in Health Affairs. CMS cited non-price factors, including use and intensity of services, as the primary drivers of increased spending. Spending on hospital care increased … [Read more...]

Cleveland Clinic pursuing a Level I Trauma Center at main campus Cleveland Clinic is pursuing the establishment of a Level I trauma center for adults and children at its Main Campus. Level I trauma centers provide the highest level of care for severely injured patients, offering access to specialized surgeons, physicians and critical care specialists at all times. Cleveland … [Read more...]

By Wyeth Ruthven, Director of Congressional and Public Relations, Health Industry Distributors Association HIDA’s Emerging Leaders program recognizes college students pursuing degrees in supply chain management and public health who have a demonstrated interest in working in healthcare distribution. These students are provided with scholarships to attend HIDA’s annual … [Read more...]

Maintaining overall health helps protect the kidneys. The kidneys act as the one of the body’s primary filters of waste, performing crucial functions to maintain internal balance – yet, more than one in seven adults in the U.S. has chronic kidney disease (CKD), according to the Centers for Disease Control and Prevention (CDC). Kidney disease is a major public health … [Read more...]

While overall respiratory illness levels have dropped since January’s peak, flu-related emergency visits among school-aged children are rising, RSV remains elevated in many states, and COVID-19 activity is ticking up. The beginning of 2026 saw an active respiratory season – with the nation battling record cases of influenza virus among increases in cases of respiratory … [Read more...]