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August 2012
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August 2012 Issue

Magazine Cover

Edition: Vol 20 Number 08

Patients want to be cared for at home. Distributors are taking their lead.

Publisher’s Letter: Scratching the Surface

The Lab Guy: 5-part or 3-part: What’s the diff?

NDC 2012 International Exhibition

MDSI acquisition means post-sales support
Beyond transparency in sales tracing, clarity is the expectation

HIDA’s HealthReform Update


Quick Bytes

First Responders
Selling in the EMS market? Expect ride-alongs, even fly-alongs.

Growth Spurt
RPCs continue to grow in size and impact

Know Thy Self
IDNs have differing views on self-distribution

More good news on vendor credentialing front
Joint Commission, Mayo Clinic offer some guidance

EOL Tech Talk: Sharps selling
When sales reps understand their physician customers’ work environment, as well as current safety legislation, they can help them select the right safety products.

A Kick Out of Sale
After 40 years of selling – and nearly as many awards – independent rep Steve Schultz is happier than ever servicing his customers

Mid-Year Review
Ten steps to get your financial house in order

People News

New Products

A New Call Point for Manufacturers

Repertoire Online