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July 2012
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July 2012 Issue

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Edition: Vol 20 Number 07

Outcomes-based Selling
Go easy on the features. Go heavy on the benefits, and be prepared to prove them. That’s the message that healthcare providers are sending their suppliers.

Providers eye ‘never’ events
Products that help providers avoid serious reportable events could be winners

Meet today’s gatekeeper – not like yesterday’s

Publisher’s Letter: The Improved Outcomes Story

The Unexpected World of Medical Billing

Summon the Power
IMCO National Convention: Challenge breeds creativity

Proof of Value
Today’s environment requires demonstrated ROI for customers, says McKesson Medical-Surgical President Stanton McComb

Championship season

HIDA’s Health Reform Update

Contracting Executive Profile
Eric Berger, director of materials management, Northeast Hospitals, Beverly, Mass.


Quick Bytes

Vendor credentialing: One down, 49 to go
Could there be some light at the end of the tunnel for vendors?

Hazard Reduction
OSHA announces program aimed at reducing occupational injuries and illnesses in nursing homes.

EOL Tech Talk: Meters, readers and diagnostics
Servicing customers calls for a thorough inventory of products.

Moving Targets
ACOs are tearing down the walls between acute and non-acute care, and distributors must respond, says Claflin President Ted Almon

John and Sharon Pacelt, Flying High
A longtime career in the airline industry prepares one team of reps for working smart with customers.

People News

New Products

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