The year we take back the territory. By Brian Sullivan, CSP If sales had a spirit animal, it’d be the honey badger. Unstoppable. Scrappy. Occasionally chaotic. Somehow still smiling after being ghosted harder than a bad Tinder date. You survived another year of dashboards, backorders, and budget freezes that made you wonder if anyone remembers how capitalism works. … [Read more...]
DawnMist, Redefined
Where legacy meets innovation - a refreshed identity that strengthens brand equity, enhances care, and unifies our portfolio By Aimee Kenline, Senior Creative Director Rebranding DawnMist As a trusted provider across personal care, acute care, and corrections, Dukal acquired the DawnMist brand in 2012 to strengthen its portfolio with a proven line of personal care … [Read more...]
Key Takeaways From HIDA’s Streamlining Healthcare Conference
Competing perspectives on artificial intelligence INSIGHT: Opinion is divided on the value proposition of artificial intelligence in healthcare. Artificial intelligence drives innovations in cancer therapies and pandemic supply chain responses. But the counterargument is that many large investments in AI have failed to deliver measurable financial returns. FACT: A July … [Read more...]
Seamless ECG Connectivity
How Midmark’s new DICOM upgrade helps reps strengthen their story Midmark’s latest advancement in digital ECG technology is all about connection—between primary care and cardiology teams, between data and workflow, and between distributor reps and new selling opportunities. In a recent Repertoire podcast, Brooke Griesdorn, Midmark Marketing Manager, discussed how the … [Read more...]
The Three Elements of Value in Cancer Testing
Clinical relevance, financial feasibility, and workflow efficiency guide account managers as they help physician offices integrate established and cutting-edge cancer assays into patient care. By Jim Poggi The role of an experienced distribution account manager is multifaceted, encompassing both product offerings and pricing for customers. It is essential to ensure that … [Read more...]
Publisher’s Letter
A Year Marked by Both Change and Continuity As 2025 ends, it’s worth pausing to look back at the conversations we’ve shared throughout the year – 12 issues that tell the story of an industry in motion and a community bound by purpose. In January, we began with a sense of renewal – setting the tone for a year defined by growth in the non-acute market, new technologies in … [Read more...]
November 2025
Click Here to Read(link to pdf) Publisher's Letter Death by a Thousand Good DaysWhy "doing fine" might be the greatest threat to your sales team Sponsored: Embracing Experimentation with QuidelOrtho's Audra Jones Beyond Satisfaction: Building True Customer LoyaltyCustomer experience expert Lisa Ford explains why satisfied customers could still walk away - … [Read more...]
Industry News
Owens & Minor sells P&HS segment to Platinum Equity, holds minority stake Owens & Minor, Inc. announced that it has entered into a definitive agreement for the sale of the Company’s Products & Healthcare Services (P&HS) segment to Platinum Equity. Over the last several years, Owens & Minor has been strategically moving towards expanding its leadership … [Read more...]
Stockpiles, Substitutes, and Strategy
Navigating pros, cons of weaving through enduring supply chain crises, disruptions. By R. Dana Barlow Editor’s note: The following story originally appeared in the October 2025 issue of The Journal of Healthcare Contracting, a sister publication of Repertoire Magazine. More than 100 years ago, the United States experienced the Roaring ’20s, a decade of cultural … [Read more...]
Shifting Federal Policy Landscape
What healthcare sales professionals need to know. By Maggie Davis, Director of Government Relations, Health Industry Distributors Association Uncertainty has been the key theme of 2025, especially within the healthcare industry. From tariffs to the One Big Beautiful Bill Act (OBBBA), federal policy changes are reshaping the healthcare landscape. Four key trends are … [Read more...]