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August 2005 Issue

Magazine Cover

Edition: Vol 13 Number 08

What Keeps Your Physician Customers Up at Night and What you can do to Help

Take Advantage of your Position

Ask the Expert

Selling Values
As Gil Minor III steps down as CEO of Owens & Minor, he reflects on the sales legacy of his father and his own career.

Gil Minor’s takes

Your Smiling Face
Customer service is everyone’s job.

A New deal
Three distribution veterans build a unique corporate culture from the ground up.

Stanford Goes Deep with med-surg distributor

The Rep’s Role in Infection Prevention

Healthcare’s Dirty Secret
Hospitals are breeding grounds for infection

Predicated on Risk

Salespeople: Position Yourselves with Power

Windshieldtime
Chances are you spend a lot of time in your car. Here’s some automotive-related news that might help you appreciate your home-away-from-home a little more.

Changing Markets
Sales reps can help oncology practices stay on top, despite Medicare reimbursement cuts.

PDAs Make the Rounds
Physicians use handheld computers to keep informed about their patients.

Docs Dogged by Economics
Sales reps who fail to understand their physician customers’ concerns about income, reimbursement and malpractice lawsuits are missing the boat.

Physician Spending Dissected

HIDA’s Board Weighs in on the 2005 med-surg

IMCO National Sales Convention

Henry Schein National Sales Meeting

McKesson Convenes in Las Vegas

High Performers
IMDA’s 25th Annual Conference and Manufacturers Forum

Diabetes: Huge Problem, Huge Market
Success hinges on the sales rep’s ability to provide a complete package of expertise, superior service and fairly priced products for an educated audience of clinicians, merchants and end users who demand it.

People News

New Products

Flying High
When Cardinal Health rep Jeff Reeves isn’t calling on physicians, clinics and surgery centers in the Pacific Northwest, his head is in the clouds.

Advertiser Profiles

$ 128 Question