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January 2008
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January 2008 Issue

Magazine Cover

Edition: Vol 16 Number 01

Family Values. Medical Distribution Hall of Fame
Brothers Bill and Lew Allyn brought Welch Allyn forward and strengthened ties with distribution, while maintaining a distinct family culture with their company

Publisher's Letter: Bill & Lew Allyn

Ask the expert
In our Ask the Expert column, Dr. Sheila Dunn dishes out clear, concise and, sometimes, hilarious answers to those pesky customer questions that keep sales reps awake at night. Just think: The next time a customer asks you something like, “Who says we have to fix that gaping hole in our exam table?” or “How come we get reimbursed less for that test than we pay for it?” You can come back with a witty repartee to put the lid on those concerns. So, come on … Ask the Expert. E-mail your questions to AskTheExpert@MDSI.org.

Show us the Beef
Payment for reporting: does it pay off for doctors?

Blue-chip Recruiting Reps
Excellent reps are key to Kern Surgical Supply

On Their Toes
Buffalo Hospital Supply kept its 2007 Healthcare Show energized

Owens & Minor National Sales Meeting
Together better than ever

Boiling Point
Distributors/Manufacturers stress commonality of vendor credentialing at HMMC Conference

Stand-up Salesman
Selling is an act, says Norman Shore. If you don't have one, get one.

Keep it Simple
How to avoid talking like a coporate nerd

Family Feuds
Solving the friction that often arises between sales and marketing departments

Windshield Time
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.

A Matter of 'System-ness'

Surveys at Large
With the right approach, distributor reps can help prepare LTC customers for state surveys.

A Long Reach

People news

New products

Where You Stand
Why it's important to know your personal net worth.


$128 Question

Health Balance
Rapid PT tests provide quick results for anticoagulant treatment.