March 2008 Issue
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.
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.
Nursing home customers rely on current information and newer technology to prevent elopement
Competitive bidding program expands
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.
Dealing with Market Volatility