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June 2010
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June 2010 Issue

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Edition: Vol 18 Number 06

Born to Sell?
Reps may know their products inside and out. But, can they sell them?

Publisher’s Letter: The New Normal

The Lab Guy
Different customers, different hot buttons

Distributor profile: Passing the Torch
From one generation to the next, a distributorship becomes stronger and better through the years.

IMCO Convention: Newsworthy
IMCO dishes on successful ventures, and what’s to come

April Fool’s 40 years later
Midland Medical celebrates its 40th year in business

One Brick at a Time
Sue Dubay of Welch Allyn sees Haiti’s rebuilding effort as slow but steady

HIDA legislative update
Improving care and lowering costs. Can reform achieve these goals?

Dancing With the Stars
Why it takes two to tango in medical sales

Sales management: The power in empowerment
Are you a motivating manager?

A Passion for Sales
How to gauge if you’re a sales leader


Quick Bytes

Tomorrow’s Medical Practice, Part 1: A New Call Point
Economy, lifestyle, reimbursement changes are driving doctors to seek hospital employment

Dentistry on wheels
Serving the oral healthcare needs of a growing number of long-term-care residents demands a new perspective on how – and where – dentistry can be performed.

EOL Tech Talk: Chemistry Systems
Chemistry analysis provides your physician customers with a window into their patients’ health

Personal Finance: A World of Opportunities
The case for international investing

Rep Corner: The Olympian
For one rep, competing in the summer Olympics was a bigger challenge than he ever imagined. But, the opportunity was life changing.

People News

Letters to the editor
Vendor credentialing

New Products

Repertoire online