Being a specialty distributor has allowed Lynn Medical’s Chris Fagnani to cultivate strong relationships with manufacturers, clients and the industry at large.
By Pete Mercer
Lynn Medical is a family-owned, nationwide distributor of medical-surgical products, specializing in diagnostic cardiology and imaging. Lynn Medical strives to offer their clients innovative solutions that are tailored to their needs in a fast-paced and dynamic healthcare environment.
Repertoire Magazine recently spoke to Chris Fagnani, owner of Lynn Medical, about her career in medical device sales and distribution, how to bring value to your customers, and the challenges of taking over a family business.
Joining Lynn Medical
Fagnani joined Lynn Medical in 2003 after working at Johnson & Johnson for 16 years in senior sales management and marketing. She and her husband, Brian Fagnani, invested in Lynn Medical as Brian’s father was retiring. Brian’s father, Louis Fagnani, started the company in 1966 to introduce emerging products into an industry that was experiencing a rapid introduction in technology in the cardiology and imaging marketplace.
Coming from a company with the size and influence of Johnson & Johnson ended up being an incredible opportunity for Fagnani to apply the skills that she learned on the job to work with her husband and run her own business. Every day brings new diverse challenges and opportunities – one day might require a more strategic approach and the next day might require an operational or tactical approach.
She said, “Operating a business is very different from working for a large company, it’s a double edged sword. You have all the latitude, but also all the risk – I’m grateful for the experience. In the beginning, my husband and I enjoyed building on the foundation his father left for us. We have always stayed true to the foundation of Lynn Medical as a specialty distributor dedicated to servicing cardiology and imaging facilities, while always leaning into how emerging technology fits into our future growth.”
Lynn Medical was founded with the mission of introducing emerging technology into cardiology and imaging facilities, bringing innovative solutions to an industry that needed it. Fagnani attributes much of the success of Lynn Medical to the many years of strong relationships with customers and manufacturers, saying, “To us, that speaks volumes about the results of what we strive to do day in and day out – provide solutions and exceptional service.”
Those relationships and that level of customer service are at the heart of the mission and values of Fagnani and her team at Lynn Medical. She said, “We want to become a valued resource and partner to our customers. We believe this is achievable because we specialize, meaning we partner with fewer manufacturers. This allows us to cultivate deeper relationships with our manufacturers and have the ability to become product specialists due to our niche focus. We look to develop a foundation of common interests to help us better align our vision and goals with both our manufacturer partners and customer”
On the horizon
The team at Lynn Medical is constantly trying to keep track of any changing trends in the healthcare supply chain. Fagnani and her team understand the value they can provide by helping their customers understand the “why” behind the big issues. Taking a future-focused approach is what has allowed Lynn Medical to operate in this space for almost 60 years.
“With our consultative approach, we present our customers with the knowledge we have about the healthcare supply chain, allowing them to make the best decisions for their facilities. We are always looking for technological enhancements to the devices we represent – looking ahead is just as important as excelling in the tactical execution now. We want to be the first to know what is changing and how that will benefit our customers.”
Anyone working in the healthcare industry is familiar with having to navigate a myriad of challenges at every touchpoint. Fagnani said Lynn Medical works to understand the biggest pain points for each facility to better tailor their solutions and recommendations to address those areas. Everyone throughout the healthcare industry is having to do more with less – less manpower, less reimbursements, etc.
For Fagnani, it’s important to be authentic with their customer base. She said, “We need to really care. If we can better understand our customers to develop and present a solution that meets their needs, we win the business.”
Working with HIDA
In 2020, Fagnani served as Chair of the Board for the Health Industry Distributors Association (HIDA). While any opportunity to serve an organization like HIDA would be an interesting and challenging venture even in normal times, serving during the COVID-19 pandemic offered Fagnani a unique perspective on the role that HIDA plays in the healthcare continuum.
“A public-private sector partnership is critical to assure preparedness for future healthcare crises,” she said. “I am grateful that I got to see first-hand how HIDA is trusted and respected by regulatory agencies in Washington D.C. I watched as they asked HIDA how to draft recommendations on how to move forward to assure the healthcare systems were able to get the critically needed supplies where they needed to be during the pandemic.”
During her time as Chair of the Board at HIDA, HIDA championed the language to develop The Medical Supplies for Pandemics Act of 2020, which was introduced in a standalone piece of legislation passed by Congress. This bill would direct the strategic national stockpile to work with medical product distributors to manage a domestic reserve of critical products and to work with manufacturers to diversify productions. The HIDA bill was ultimately incorporated into the Prevent Pandemics Act and enacted on December 29, 2022.
In July 2020, she testified before the House Small Business Committee on supply chain resiliency to share the success stories of small businesses during the COVID-19 response and flag the importance of the HIDA championed legislation. She shared specific recommendations for the future to help small business navigate the complex regulatory environment during a public health emergency such as creating a streamlined information source for small business.
“I am always proud to be part of an industry that pulls together for the best interest of the entire healthcare industry. HIDA members work together on many issues that will improve the supply chain, medical facilities, and patient care, which is the ultimate goal.”
A major milestone
Family owned and operated since 1966, Lynn Medical has dedicated itself to addressing the needs of a rapidly changing healthcare system by distributing top quality products that improve patient management and reduce healthcare costs.
In late 2024, Lynn Medical celebrated its 58th anniversary. “For nearly six decades, we’ve been proud to serve the healthcare industry by providing best-in-class service through medical supplies, specialty equipment, and solutions to healthcare professionals nationwide,” the company said in an announcement. “Our success is built on the foundation of excellence, innovation, collaboration, integrity, and community. We owe this achievement to our amazing team, our dedicated partners, and our loyal customers who have supported us throughout the years.”