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October 2002 Issue

Magazine Cover

Edition: Vol 10 Number 10

GPO Brouhaha Lingers

Who’s Saying What?
The GPO codes of conduct just kept on coming through the summer.

Here’s an overview of five organizations’ proposed codes.

Halloween Frightfest!
Scariest Moments in Healthcare


Long-Term Care
Straddles the Cliff

Long-term-care facilities have adapted to the prospective payment system.

But, will the challenge of the Cliff be more than they can manage?


Hospitals Debate Stricter Precautions
Some hospitals find that greater patient surveillance and increased use of protective apparel can help fight antibiotic-resistant organisms.

George Reed
'Not Your Typical Rep'


Craig Ziegelbein-
He Cared About People


The Overlooked People on Your Care Team
Respiratory therapist writes about the impact of sales rep who passed away.

People News

Repertoire/HIDA Excellence in Sales Award
No Lone Wolf

‘Teamwork’ is more than lip service for this year’s award-winner.

In Focus
Trudell Medical Marketing makes transition from box-mover to specialty distributor.

IDN Dunks Docs’ Donuts
Sentara offers its docs a no-frills distribution service called OCxdirect.

Field Managers Tell What It Takes
Field managers talk about the skill it takes to be effective and productive on the job.

It’s In the Genes
Many Cite Parents As Key Influence.

Love Thy Customer as Thy Spouse,
and Thy Spouse as Thy Customer


Eight Sales Myth-Breakers

Normal Supply Chain
Inadequate to Handle Disasters


Manage – Don’t Pressure –
Your Rep Network


Spirometry =
Simplicity and Accuracy

Portable and easy to use, spirometers have become an increasingly popular tool for evaluating patients’ respiratory functions.

Should You Be Preparing
a ‘War’ Portfolio?


Winners