September 21, 2026- The best ride days are about far more than introducing a manufacturer representative to a customer. They are an opportunity for distributor and manufacturer reps to combine their strengths, learn from one another and deliver greater value to healthcare providers.
For Steve Adubato, Distribution Field Manager Northeast for Abbott Rapid Diagnostics, success begins long before anyone gets in the car. “Preparation is what turns a ride day from a few account visits into a productive field strategy session.”
That preparation includes understanding why each customer is on the schedule, the account’s current challenges, and the objectives for every call. Adubato said the strongest ride days capitalize on each partner’s unique strengths. Distributor reps bring established customer relationships, account history, and local market knowledge, while manufacturer reps contribute product expertise, clinical insights, and competitive perspective. Together, they can have richer conversations focused on solving customer problems rather than simply presenting products.
He also encourages reps to listen for opportunities beyond the immediate sale. “The best calls often come from asking one more thoughtful question instead of rushing to the close,” Adubato said. Comments about staffing, workflow, patient flow, or operational challenges often reveal opportunities to bring additional value.
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