McKesson to ‘move as one team’

Edition: September 2013 - Vol 21 Number 09
Article#: 4317
Author: Repertoire

Five months after completing its $2.1 billion acquisition of PSS World Medical, McKesson Medical-Surgical brought its new sales force together in Orlando, Fla., for a sales meeting, whose theme, “Amp It Up!” reflected optimism about the combined companies’ future.

“The significance [of the theme] is that the coming together of these two strong businesses means amplified opportunities for our customers and for our sales team,” said President Stanton McComb following the July meeting. “Together, our two businesses can better meet the needs of the evolving market. We wanted our sales teams to see our amplified potential and go out from this National Kickoff meeting amped up to deliver better health for our customers through the full breadth of solutions offered by our combined business.

“Our customers – the healthcare providers – are in the midst of the change that is affecting healthcare in the U.S.,” he continued. “Our sales teams must continuously seek to understand the needs of our customers and the pressures they’re facing in this time of change, so that we can continue to deliver better business health for our customers and they can deliver better care for their patients. We’ll achieve this through excellent service, innovative solutions and relevant value propositions for our customers.”

According to Chief Operating Officer Gary Corless, the executive team’s primary message to the sales force was, “Move as One team, to deliver better business health and better connectivity to our customers. This will enable them to deliver better care to the patients they serve.

“The opportunities for our sales teams are – through the strong relationships they have with our customers – to better understand our customers’ needs and to leverage McKesson’s one-of-a-kind breadth of solutions to meet those needs. McKesson’s strengths in innovation and our sales teams’ customer relationships and deep understanding of the broader suite of solutions that McKesson has to offer our customers are key to our future growth.”