October 27, 2025- For distributor reps, the exam room often holds untapped potential, not just in terms of sales, but in creating safer, more efficient environments for patients and providers. Roy Reese, Vice President of Sales for the Western U.S. at Graham-Field, believes the key lies in changing the way reps view this familiar space.
“Too often, we walk past opportunities because we’re not looking closely enough,” Reese said.
One of the most overlooked categories is equipment repair and replacement parts. “Our job isn’t simply selling products. It’s about being consultants, being good finders. When equipment isn’t working properly, it impacts compliance, safety, and ultimately patient care.”
Reese recommends that reps approach every exam room visit with a structured plan. He suggests carrying an equipment checklist to review what’s already in the room, then asking probing questions: What’s broken? What could be improved?
Continue Reading in the latest issue of Repertoire Magazine.