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February 2003
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February 2003 Issue

Magazine Cover

Edition: Vol 11 Number 02

Help Your Customers Get Unstuck
While doctors are more accepting of the need to convert to needle safety devices, they need more information before they’re willing to make the change.

People News

Publisher's letter

Group Yell
Almost one year after Senate hearings and a spate of unflattering news articles, the group purchasing industry offers a world of hurt out there.

Healthcare System Pricing a Source of Distrust
How value-based pricing can help restore integrity.

GPOs Fight Two-Front War
GPOs find that balancing the needs of their big and small members – while never easy – is more important than ever.

Contracts a la Carte
Consorta gets takers for its custom contracting program.

GHX is on a Roll
The acquisition of Medibuy makes GHX the clear leader in e-commerce sweepstakes.

Don't Divorce Activity Based Managment

Winning Team, Winning Reps
Top selling reps from McKesson’s South Region credit their success to a team effort.

Wanted: Professional Sales Reps Only

Stepping From Good to Great
Book Review

Code Feet
A professional coder discusses coding basics.

Medical Bloopers Make Headlines
Now’s the time to use patient safety a sales opportunity.

PowerTrack Promises Smoother Money Flow
A service used successfully by other industries may make healthcare transactions more efficient.

Electrosurgery Takes High Frequency Strides
Electrosurgical technology available today provides physicians with more choice and flexibility in the way they care for their patients.

New Products

Forty Years Ago
From the pages of the ASTA Journal.

$128 Question

It’s Not Just GPOs

Heard on the Street