At least once a week, I see the same quote reposted on LinkedIn, “The bitterness of poor quality remains long after the sweetness of low price is forgotten.” We can all get caught up in the price conversation. Yet, talking price verses selling value is a slippery slope. Especially when the time, effort, quality services and products provided by distribution sales professionals are worth every dime.
In this month’s cover story, McKesson’s Stanton McComb emphasizes that the key value in their organization is the salesforce. Yes, sales teams create revenue, which provide the funds to help deliver all the services, products and additional jobs in every organization. But I believe the sales representatives in our industry do far more. As a medical distribution representative, you are the face of your company.
Every company, regardless of their products or service, is only as good as its people. For example, I use two banks. One is purely transactional, because the services make it easy for me to pay bills online even though the bank’s staff drive me crazy. Therefore, they receive as little of my business as possible. The second bank financed my last home, which I have since sold. Due to the individuals in the second bank, I have taken out three additional loans with them, opened up two different accounts and give them all my profitable business. All because the organization’s people have gone out of their way to win my trust and business.
Never forget your value. In a time when Internet sales and large online organizations threaten your business, be bold with your customers and remind them of the solutions you bring, as well as the times you are there when they need you the most.
Distribution salespeople are the gateway to providers, regardless of the market they serve. To echo Stanton’s point in the McKesson article, the Cardinal/Henry Schein deal took place due to changes in our industry and customers still needing to be taken care of in each market differently. Some customers need to be served as acute care, some as alternate site, and some as extended care. As a distribution sales professional you are at the forefront of this change and your clients expect you to help them through it. They should also understand you are worth a little margin along the way.
The heartbeat of our industry doesn’t reside in corporate offices, it’s in the daily, face-to-face interactions between providers and distribution representatives. It will be exciting to watch each market over the next 24 months as distribution reps help shape the future.
Please enjoy the May issue of Repertoire and remember next month is our first annual infection prevention issue.
Dedicated to Distribution
Scott Adams
Publisher
PS: Please scan you Repertoire Calendar for updates.