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March 2008 Issue

Magazine Cover

Edition: Vol 16 Number 03

Making the little things add up to big sales numbers.
Sometimes it’s hard to see the forest for the trees, and sometimes it’s difficult to see the glory in table paper, band-aids and gauze. At first glance, base products – paper products, needles, gloves, lab supplies and other core items essential to a well-functioning physician practice – may strike some medical products distributor reps as an afterthought. They may argue that there is little glamour in selling facial tissue, so it must follow that there is little skill involved. But, this very well may be one of the greatest fallacies when it comes to selling medical products, and reps who adhere to this mindset might want to hear what the experts are saying.

Continue to Build the Base

Ask the Expert

A Risk Worth Taking
After the company he worked for was acquired, Robert Mairs decided to start his own distributorship.

In the Event of an Emergency
Pandemic preparation can give distributors an edge.

Winning the Hearts and Minds
How a Special Forces officer used TLC on some difficult prospects.

Vince Papale: The Real Italian Stallion
Thirty-two years ago, as Rocky Balboa was running up the steps of the Philadelphia Museum of Art, another Philadelphia-based Italian stallion was also doing the improbable. Although his story is real world.

Behind the Curtain
101 Tough Questions offers insight into the challenges and opportunities facing your physician office customers.

The Challenge of Med/Surg Selling
Staying on-task while representing 10,000 products.

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.

Clinicians on board for supply chain redesign

The Migration of Care
As procedures pick up in doctors’ offices, so too do selling opportunities for distributor sales reps.

Lab Migrates Too

Immunization Recommendations Updated
Childhood influenza, adolescent meningococcal vaccinations affected.

Taking your customers paperless
Distributor reps are the eyes and ears for customers looking to adopt EMRs.

Preventing Elopement
Nursing home customers rely on current information and newer technology to prevent elopement

Competitive bidding program expands

Squeaky Clean
Biological indicators provide definitive means of testing sterilization.

Dedication and integrity
Tom Coady’s unexpected death touches family and friends across the country.

The Weekend Lifeguard
Former lifeguard recalls rewards of a demanding job.

New Products

Dealing with Market Volatility

$128 Question