Trained to Succeed

Edition: May 2003 - Vol 11 Number 05
Article#: 1548
Author: MarkThill

This month’s issue is about opportunity and success.

As always, we’ve got stories of people and companies that have found a bit of both in medical products distribution. The folks at Moore Medical, MediGen, Gulf South and PDSHeart all have a story to tell. Their stories share a lot of things in common, including risk-taking, optimism and success.

Our articles on continuing education – a topic we revisit every year – reinforce the twin themes of opportunity and success. Training, after all, isn’t an admission of weakness; it’s preparation for success. As several of our readers point out, who ever heard of a .300 hitter giving up batting practice? On the contrary, the successful reps – the go-getters – recognize that there’s much to learn, no matter how many years they’ve been in the business. In fact, there’s a lot to re-learn – stuff that we’ve forgotten, but that’s worth calling to mind.

And the article about surgery center consultant Jennie Simmons simply points to more opportunities for you. Consider these facts from the Federated Ambulatory Surgery Association:

• The first ambulatory surgery center opened in 1970. Today, more than 7 million surgeries are performed each year in the more than 3,300 surgery centers across the United States.

• The Centers for Medicare and Medicaid Services (formerly HCFA) promotes the use of ambulatory surgery centers as cost-effective alternatives to the hospital inpatient setting. In fact, the feds have approved more than 2,400 surgery center procedures for Medicare reimbursement.

• Twenty-seven percent of procedures performed at surgery centers are ophthalmology-related, 23 percent gastroenterology, 10 percent orthopedics, 8 percent gynecology, 6 percent plastic surgery, 5 percent ENT, 5 percent general, 4 percent general and 3 percent pain block. (The remaining 9 percent are an assortment of other procedures, including podiatry, dental and neurology.)

• Ambulatory surgery centers score high points in quality of care. In fact, these centers are among the most highly regulated of all healthcare providers. Medicare has certified 85 percent of them, and 43 states require such centers to be licensed. In addition, ambulatory surgery centers can seek accreditation from one of four accrediting bodies.

Ambulatory surgery centers pride themselves on convenience. They start their cases on time, and they’re smaller and more manageable for patients. Even parking is easier than at hospitals, and we all know that good parking counts for something!

Taken together, these facts spell out opportunity. To the extent that sales reps can align themselves with the surgery center’s goal of providing cost-effective, convenient and high quality care, they will enjoy success in this market. What can you do to help them achieve their goal?

So while others complain about stagnant markets, narrow-minded customers and commoditization, we suggest you simply walk around them - or step over them - on your way to success. Do it by watching other successful people and companies, staying in a continual learning mode, and snatching new opportunities whenever and wherever they crop up.

We'll be there to help you do it.