New Editorial Advisory Board for Repertoire

Edition: July 2002 - Vol 10 Number 07
Article#: 1276
Author: Repertoire

Every one to two years, Repertoire asks knowledgeable industry sources to serve the magazine in an advisory capacity. These men and women serve as ''reality checks'' for Repertoire's editorial staff, helping us put current industry trends and events in their proper perspective. They also provide input on new story ideas.

Many thanks to our outgoing board for helping us so much: Janet Conneely, Allegiance Healthcare; Doug Harper, PSS; John Lee, NDC; Cindy Juhas, Hospital Associates; Brad Klitsch, Direct Supply Healthcare Equipment; Dan Kooperman, Owens & Minor; Gerry Ostrom, Welch Allyn; John Strong, Consorta; DeWight Titus; and Steve Zindell, Acute Care Medical Products.

Remaining on the board this year will be Deb Bullock of IMCO (Daytona Beach, FL), who joined the current board recently. Also remaining is Mike Racioppi, president of Henry Schein's Medical Group.

Please welcome Repertoire's new editorial advisory board.

Rand Ballard,
Executive Vice President, MedAssets; president of MedAssets HSCA

Ballard is responsible for developing leadership, training and accountability for all the various sales functions for MedAssets businesses. Prior to joining the GPO, his most recent experience was as vice president, health systems supplier economics and distribution for Allegiance Healthcare, where he was accountable for implementing contracts with subsequent annual sales of $1.6 billion. Ballard holds a master's degree in business administration from Pacific Lutheran University with a triple major in finance, operations and marketing. He was a dean's list undergraduate at the U.S. Military Academy at West Point and holds a bachelor-of-science degree with concentration in nuclear physics, nuclear engineering and business law.

Headquartered in St. Louis, MedAssets HSCA is an independent group purchasing organization serving more than 16,000 healthcare providers nationwide, with purchasing power approaching $7 billion in gross throughput.

Jim Dausch,
President, NCI, Palm Harbor, FL

Dausch has more than 20 years experience in the healthcare industry, including biomedical engineering, materials management, domestic and international consulting, group purchasing, manufacturing, corporate accounts, sale and marketing, and sales management.

Prior to joining NCI, he was with a manufacturer with sales responsibilities in four worldwide industries. He successfully developed distribution, buying group and consumer relationships to gain market share in each of these diversified markets. At NCI, he is responsible for the leadership and direction of key business partner engagements, business development, and strategic planning. He works as a business development partner to medical technology companies, distributors, purchasing groups and integrated delivery networks.

NCI is a healthcare consulting company specializing in supply chain, information technology and professional education that focuses on alignment of healthcare stakeholders.

Brad Jacob,
Account Manager, McKesson Medical Surgical

In college, Jacob had planned to become a doctor. In 1983, while taking a little time off school, he began working part-time at Bischoff Surgical Supply in customer service, at the suggestion of his brother, Tom, who was a sales rep there. Later that year, F.D. Titus & Sons bought the company. Soon, an opening presented itself in the Carmel/Monterey area. Jacob began working the territory one day a week while maintaining his customer service job. Then San Jose opened up, and he took it, forever dropping the plan to go to medical school.

He never left. He worked for Titus until the company was sold to General Medical, then with General Medical until it was sold to McKesson. He was the first recipient of the Repertoire/HIDA Excellence in Sales Award in September 2000.

Jackie Jones,
Director of Advertising, NDC, Nashville, TN

Born and raised in New York, Jones later moved to Michigan, where she graduated from Central Michigan University with an advertising and marketing degree. Next, she did advertising and marketing for Veratex, a dental telesales company in the Detroit area, which was bought by Henry Schein. After that, she worked for Tidi Products, a manufacturer of paper goods, for 11 years. When Banta bought Tidi, Jones worked for the new company for two years, at which point Banta closed the Detroit office. That's when she joined NDC as director of advertising.

Jones develops advertising and marketing packages for NDC. She also works with vendors to help them deploy their marketing strategies to NDC's distributor members. But much of her time is spent working with NDC distributors to help them create their marketing strategies.

Art Moran,
Vice President, Caligor Physician Sales/Northeast, Henry Schein Medical Group, Pelham Manor, NY

Born and bred on Long Island, Moran graduated from Iona College in New Rochelle, NY, with a degree in biology and chemistry. First in pre-med, then physical therapy, Moran started carrying a bag for Diamond Medical, a distributor to nursing homes, hospitals, hotels and motels in Bridgeport, CT. From there, he joined Westchester Surgical in New Rochelle, then Landauer, where he became a principal of the company with responsibility for its physician/alternate care business. In 1986, Caligor Micro Bio-Medics bought the non-hospital side of Landauer's business, in the first of 28 acquisitions by Caligor. Moran ultimately became vice president. In 1998, Henry Schein bought Caligor. In his current position, Moran is responsible for the company's alternate-site business for the Northeast and West Coast.

Carol Muratore,
Senior Vice President National Sales, McKesson Extended Care, Richmond, VA

A graduate of Stonehill College, N. Easton, MA, Muratore began her healthcare career with Vestal Labs (Convatec) in 1982, where she launched the Aloe Vesta product line. In 1986 she joined Kendall Health Care Products Company (now Tyco), where she was director of marketing, working predominantly on distributor products and programs for the alternate-site market. In October 1992, she became region sales manager/New England for McKesson Medical Surgical, and later, served as vice president of sales/extended care, North Region, in January 1999.

Donna Ralli,
Legal Counsel, Novation

Ralli has been legal counsel for Novation since October 1998, just 10 months after Novation was formed by VHA and the University HealthSystem Consortium to provide them with contracting services. A native of Wichita Falls, TX, she graduated with a bachelor's degree from Ohio State University and a law degree from Southern Methodist University. Upon receiving her degree, she practiced law with a private firm in Dallas. In the early 1980s, during the oil boom in north Texas, Ralli took on more work in the firm on behalf of oil companies. Then, after the bust of the early 1990s, she went to work for Occidental Chemical Corp. She also taught law school courses for a year, and business law at the local community college for two years. She wrote a monthly legal article for Today's Dallas Woman Magazine.

At Novation, Ralli is responsible for a wide variety of legal matters, such as negotiating supplier agreements, handling private-label matters for the NovaPLUS line, reviewing contracts and Invitation-to-Bid documents, and helping members on healthcare fraud-and-abuse issues.

Gary Reeve,
President, MMS (formerly Midwest Medical Supply), St. Louis, MO

Originally from St. Louis, Reeve attended the University of Missouri, and began working part-time in a trucking and warehousing firm. After graduation, he went full-time and stayed 10 years, ultimately becoming vice president of several businesses owned by the company's owner. In 1976 he bought and operated a public warehouse, which he sold in 1985 to USCO, a division of Uniroyal.

For three years, Reeve ''retired,'' but decided he was too young for that and bought an industrial distributor, Rubelmann-Lucas. Two and a half years later, he bought Mill Supply and Machinery, a distributor of industrial supplies, and ultimately, a third company as well. When the businesses reached about $35 million in sales, Reeve and seven other distribution companies did an initial public offering and formed the Industrial Distribution Group, or IDG. (Reeve remains an IDG shareholder today.) Just as that happened, the opportunity to buy Midwest Medical presented itself in 1996, and Reeve took it. He has grown the company from $3 million a month in sales to $9 million a month. The company recently purchased Perigon Medical Distribution Group, which is active in the hospital, physician, nursing home, government, home care, pharmaceutical and specialty markets.

John Sasen,
Executive Vice President and Chief Marketing Officer, PSS World Medical, Jacksonville, FL

John F. Sasen Sr., has served as executive vice president and chief marketing officer of PSS World Medical since April 1998. From July 1993 to April 1998, he served as a director of the company and from August 1995 to April 1998, as president and chief operating officer. Prior to joining the company in 1990, Sasen was vice president of sales and marketing and distributor relations of Becton Dickinson & Company. He was with BD for more than 20 years. Sasen is also a director of the HIDA Education Foundation and of the Health Industry Distributors Association, for which he formerly served as chairman.

Don Silk,
Vice President of Sales, Edwards Medical Supply, Bolingbrook, IL

Industry veteran Don Silk has been with Edwards Medical for 31/2 years. Edwards, which was founded 72 years ago, is a supplier of medical products and services to the occupational health market. With 21 sales reps and three locations, Edwards distributes products to a variety of on-site company clinics.

Before joining Edwards, he was director of business development for Ferndale Labs, a manufacturer of dermatological products in the Detroit area. Prior to that, he was the Midwest regional vice president for Taylor Medical in Beaumont, TX (which was bought by PSS in 1995). Prior to Taylor, Silk owned his own rep firm, Silk Associates, which sold equipment throughout the Midwest.

Prior to Silk Associates, Silk was part owner of Metro Medical Homecare and Metro Medical, which at the time was the largest physician house in metropolitan Chicago. He began his healthcare career for a company called Medicus, which sold equipment and supplies to hospital labs and physician office labs. He also was part owner of a company called OMS, another physician house in Chicago.

Gary Skura,
Chief Executive Officer, Buffalo Hospital Supply, Buffalo, NY

Raised in Cresson, PA, Skura attended the United States Naval Academy. After graduation, he served as a Navy pilot assigned to various squadrons in the Eastern United States and Europe. His first job in the medical supply business was as a sales rep for American Hospital Supply, where he stayed 10 years. He then joined Buffalo Hospital Supply as a sales manager and was promoted to vice president of sales and then to CEO.

Buffalo Hospital Supply is a full-line medical distribution company operating in New York State and Northwest Pennsylvania. The company provides stockless, JIT and conventional distribution services to the acute-care, long-term-care and home-care markets. The company is a member of NDC/ABCO as well as HIDA. Skura has been on the HIDA's Hospital Advisory Board as a member and chairman, and is currently in his second term on the HIDA Board. He also is a Board member at NDC.