February 2010 Issue
Edition: Vol 18 Number 02
The Politics of Diagnostics
New recommendations by government task force and physicians’ groups question old assumptions about diagnostic screening
Keeping and Eye on Things
The Lab Guy
Is my office a candidate for POL?
Reps can do a lot to help their physician customers answer that question
Adjusting to the Currents
One small distributor discovers success through expanding into new markets
Under One Roof
Owens & Minor hosts its sales force and vendors at national sales meeting
HIDA legislative update: Now What?
What’s next following the passage of reform bills by the Senate and House
Sales: Discounting is For Wimps
Three tips to creating higher margins and happier customers
Can old dogs really learn new tricks?
Getting the seasoned reps on board with sales training
Sales: Fresh Start
Ideas for moving forward
Sales: Know Thy Competitor
How to develop a working knowledge of your competition
Mixed Report on Hospital Expenses
Government breaks down rise in hospitalizations as well as rise in costs per hospital stay
Two-tiered Approach to Contracting
Regional contracting is good for hospitals and good for vendors, says one contracting executive
Premier Updates QUEST Results
Is One the Loneliest Number?
Does the industry need one numbering system for products and providers, or are we OK the way we are?
New Patients, New Home
The emergence of new long-term-care patient groups has fueled a growth in post-acute-care movement
An evolving market
EOL Tech Talk: Sutures
Helping physicians find the right suture depends on many factors, including products of high clinical value
2010 Roth IRA Conversions
Opportunity or Trap?
Rep corner: Mile by Mile
One rep was motivated to accomplish his longtime goal of running a marathon