March 2011 Issue
Edition: Vol 19 Number 03
Good for the Whole 40
Butler coach Brad Stevens draws parallels between basketball and sales
Publisher’s letter: Embrace the Madness
Practice Points: Be Civil, Not Social
When is friendly too friendly in discussions with office staff?
Distributor profile: Standing the Test of Time
For Clock Medical, business is still about family – even after years of growth and expansion.
HIDA’s Health Reform Update
Social media tips from a regular sales guy
Sales Management: Get with the Program
Finding the right training partner for your team
The day Jay Cutler became Jay Quitler
Perception is reality, for quarterbacks and for sales reps
Now is the time to discuss office setup with your physician customers.
Could This Be The Year?
With the government set to fork out incentive money to physicians, 2011 could be the year that EHR takes off. What’s the impact on distributors?
GPOs to distributors: ‘We need you’
GPOs are pursuing customers in the non-acute-care market, and asking distributors for help
Today, long-term-care billing involves a team effort.
Tech Talk: Prothrombin Time Testing
PT testing helps ensure patients stay on track with blood thinning drugs.
People News: Hugh Gouldthorpe’s positive thinking
Retiring Owens & Minor “head cheerleader” counts Norman Vincent Peale as a key influencer. But don’t forget Stonewall Jackson.
People News: Bob Miller: Believed in excellence
Rep Corner: Show Time
Whether he’s performing on stage or working with his customers, for James Nardini, it comes down to honesty, careful listening and understanding others’ needs.