November 3, 2026- The medical distribution industry lost one of its true legends on November 2, 2026, with the passing of Scott Fanning, a man who’s creativity, passion, humor, and competitive spirit helped shape generations of sales and marketing professionals. The Medical Distribution Hall of Fame inductee and co-founder of 95 Percent Share Marketing has left a lasting legacy on generations of sales and marketing professionals.
“Some people spend their careers selling products. Others change the way an entire industry sells. Scott Fanning did both,” said Repertoire’s Scott Adams. “He made an incredible impression on my life. Not a week goes by that I don’t mention Scott and Jimmy or use one of their quotes. He will be forever missed.”
Scott began his career in medical distribution with Chicago Medical before joining what would become Midmark in 1975. Alongside longtime colleague Don Kitzmiller, he helped transform Midmark from an upstart medical equipment manufacturer into a market share leader.
In 1999, Scott joined Kitzmiller and Jim Niekamp to launch 95 Percent Share Marketing, taking their innovative sales and marketing philosophy to thousands of industry professionals.
For those fortunate enough to attend one of Scott’s legendary 95 Percent Share Marketing programs, his impact extended well beyond teaching people how to sell. He taught people how to build meaningful relationships, set themselves apart, have fun, and, most importantly, to win.
In 2011, Scott and Don were inducted into the Medical Distribution Hall of Fame, recognizing their extraordinary contributions to the industry.
John Moran, a longtime industry executive, once described Scott as “the most competitive person I have ever seen.” Others remembered his remarkable creativity, powerful presentation skills, and ability to connect with distributor sales representatives.
Scott believed that business should be fun, relationships should matter, and winning was something you worked hard to achieve. His greatest contribution may have been his belief that successful selling starts with people, not products. Scott understood that making sales training memorable, entertaining, and personal could turn ordinary salespeople into extraordinary performers.