October 2021 – Repertoire Magazine
Set your physician office customers up for success with the right combination of products and partnerships this respiratory season.
When it comes to preparing for this year’s respiratory season, one thing is certain – this year will be different than last. “There aren’t any assumptions being made based off last year, because of the anomaly of COVID being so prevalent and fewer cases of other respiratory illnesses,” said James Taylor, distribution relations, Quidel.
The Quidel team is expecting changes to SARS, its different variants, and all the variables that go along with combatting COVID – vaccination rates, people going back to the office (or kids to school), social distancing policies and mandates. “We’re talking with our distributor partners about being prepared for those changes,” Taylor said.
Indeed, the pandemic has taught us that healthcare providers will need to be in a constant state of readiness. Physician offices must think beyond COVID. With handwashing less of a top-of-mind practice for consumers, and social distancing policies relaxed, flu will be back. What if both flu and COVID cases mount, then what does the office need? If it’s just flu and COVID cases are minimal, then what testing protocols need to be in place? What about strep?
And what about RSV? Reports from the late summer were that the U.S. was experiencing a rise in RSV cases ahead of respiratory season, especially in kids. The CDC has already sent out a recommendation for symptomatic patients that are negative for COVID to consider testing for RSV as well.
For distributor reps, the first step in preparation will be to understand their customers’ needs, and how they manage their workflows. Are physician offices set up to flex from low volume to high volume very suddenly should there be strong flu, or an increase in COVID, or both? Do customers prefer single tests? Combo tests? Do they have product on hand from last season for flu, and need to keep their eye out for RSV and strep cases?
Then, distributor reps can work with their manufacturer partners to identify which products are the best fit for that particular customer. This season, having options in terms of different respiratory assays will be more important than ever. Rapid tests, molecular diagnostics – depending on the month and number of cases, physician offices may need something different.
Fortunately, Quidel is committed to delivering a continuum of diagnostic solutions from advanced lateral-flow and direct fluorescent antibody to molecular diagnostic tests that further improve the quality of healthcare. “Quidel is unique in that we have a very broad option of assays and a very broad array of different technologies,” said Taylor. “Regardless of what happens, we are going to have an option for you and your customers.”