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June 2004
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June 2004 Issue

Magazine Cover

Edition: Vol 12 Number 06

Distributor of the Future
Distributors and their sales reps find themselves caught between price-focused customers and those with a broader view of cost reduction.

Wake Up Call

Henry Schein: "STARS" Shine in Vegas

Distributors Must Manage Supplier Relationships

StarLine Sales and Marketing Conference

Martab Builds Brand Identity
‘Innovate Medical Technology’ is this distributor’s consistent message.

IMCO Teams with AAHSA

HIDA Focuses on Government Affairs

The Utopia of Materials Management
Keeping customers happy in Atlantic City

Selling Consumables Bread-and-Butter Sales

John Lupino: Talker, Tinkerer, Salesman

Bill Willis: First Class Guy


GPOs Take Stock

Cardiology Market Heats Up:
sales on the upswing

Exercise Stress Testing

People News

New Products

Rep Corner


Forty Years Ago
From the pages of the ASTA Journal.

$128 Question

Tuning in to your Customers

The Life of a Salesman