The Engine that Powers Healthcare When we talk about what makes healthcare in the U.S. work, most people think of doctors, nurses, and hospitals. But behind the scenes, there’s a force that keeps everything running quietly, efficiently, and often without recognition. That force is you the medical distribution sales rep. Medical distribution is the engine that powers the … [Read more...]

The growing role of AI in healthcare highlights the increasing need for regulations and policy within the industry. Artificial intelligence (AI) has revolutionized the delivery of care across healthcare, providing clinicians with transformative new tools to aid in patient diagnosis and treatment. In fact, nearly 1,000 AI-enabled medical devices have been authorized by the … [Read more...]

The DLA supports U.S. warfighters across the world. By Daniel Beaird Editor’s note: The following is part-two in a series on government sales. Read the July issue of Repertoire Magazine for part one. Supply chain disruptions and delays became common after the global pandemic. But for the Military Health System, these issues can risk the welfare and health of its over … [Read more...]

sponsored: Siemens Healthineers New approach offers a single point of contact, faster quoting, and tools for consultative selling. Jennifer Murphy understands how much distributor reps have coming at them every day. As Senior Vice President and Head of Laboratory Solutions and National Strategic Accounts for Siemens Healthineers, Murphy recognizes the “inch deep, mile … [Read more...]

How to reach decision-makers in a post-access era By Brian Sullivan It used to be simple. You found the decision-maker. You booked the demo. You got the yes. Now? It feels like you’re knocking on doors that were welded shut. And here’s the kicker: even the best reps in the industry are struggling with it. Including me. In the old days, you could stroll into a … [Read more...]

Cardinal Health’s Jennifer Stewart blends sales mastery with heart-led leadership. By Pete Mercer In addition to managing nearly 250 customer accounts, Jennifer Stewart, a South Florida-based account manager for extended care within Cardinal Health’s Global Medical Products and Distribution business, also serves as a Field Sales Trainer and mentor for incoming sales reps. … [Read more...]

Bridging Islands and Eras: Henry Schein’s Strategic Growth and CEO Transition You never know when news is going to break. At press time, just as we were wrapping up the August issue of Repertoire Magazine, Henry Schein announced that Stanley M. Bergman will retire as Chief Executive Officer (CEO) at the end of the year after 45 years at the Company, including more than 35 … [Read more...]

Home health leaders in “wait and see” approach in current market Transaction activity in the U.S. home care sector has remained subdued so far this year, weighed down by what one expert calls “fresh uncertainty,” according to a McKnight’s Home Care report. The sluggish pace is attributed to factors such as aggressive Medicaid tax proposals and lingering macroeconomic … [Read more...]

Delivering better post-acute outcomes through coordinated, compassionate patient care models. In the shift to a value-based healthcare system, post-acute healthcare providers have increasingly prioritized care delivery that is centered around the goals and needs of each patient. As a growing number of health systems have started to focus on patient experience, hospitals … [Read more...]

Why reps need to stay close to customers to clearly understand how they manage the seasonal events in their practice, not just respiratory season. By Jim Poggi, Principal, Tested Insights Those of us who are passionate about selling lab products seek to find new, interesting and engaging ways to introduce lab testing in our conversations with our key customers nearly … [Read more...]