Publisher's Letter:
Thatís a Wrap

Edition: December 2003 - Vol 11 Number 12
Article#: 1720
Author: Repertoire

As the year winds to a close, itís the perfect time for the staff of Repertoire magazine to extend our thanks to the community we serve. That includes both our readers, who continue to access the tools we provide, as well as the advertisers who support us with their marketing dollars. At the beginning of this year, we introduced an updated and redesigned version of Repertoire, which has received a very positive response from the marketplace. Aside from the obvious reasons for the redesign (making it easier to read, navigate and carry), we felt that it was a very visible way for us to reaffirm our commitment to the industry.

Our commitment Ė to provide you with industry information that will make a positive difference in your performance Ė remains steadfast. We work hard to provide you with thought-provoking content, timely looks at key issues and trends, inside takes on leading industry players, updates on new products and services, and educational articles on the technologies you sell. In short, we want to provide you with a standard of excellence that reflects the high levels of performance that define our industry. And as always, we appreciate your input. It helps keep us on that track. Keep it coming.

And we still firmly believe that sales reps drive our industry Ė both in the contracted and non-contracted areas of the business. Of course sales people cannot meet the needs of their customers without first class logistics, management and customer service behind them. But they are the ones who are closest to the customer. In many cases, they are the face of their companies. And most companies, large and small, continue to invest in their sales people, so their encounters with customers will be more productive.

Training budgets for sales people are increasing. Face-to-face encounters, such as trade shows and national meetings continue to receive funding and are growing. The use of the Internet, including MDSIís Education OnLine, which now has over 5,000 registered sales reps, is growing at a rapid pace and supplementing personal training. HIDAís ADVANCE training has been reintroduced, and is finding high levels of acceptance. Newer and more advanced technology tools for sales people are being put in place, so that opportunities are not missed. From order history to benchmarking of activity between similar accounts, sales people have never had such easily accessed and detailed data to help them sell more effectively.

Itís a great time for sales people who are seeking Ė and utilizing Ė tools that will keep them ahead of their competitors. Itís also a great time to be in the healthcare distribution business. Sure, there remain points of frustration for everyone, but the business is growing. And it continues to attract talented people who are very committed to the business. Weíre just glad to be a part of it. Thanks again for your support. Happy holidays!

The Staff of Repertoire Magazine