August 2012 Issue
Edition: Vol 20 Number 08
Patients want to be cared for at home. Distributors are taking their lead.
Publisher’s Letter: Scratching the Surface
The Lab Guy: 5-part or 3-part: What’s the diff?
NDC 2012 International Exhibition
MDSI acquisition means post-sales support
Beyond transparency in sales tracing, clarity is the expectation
HIDA’s HealthReform Update
Selling in the EMS market? Expect ride-alongs, even fly-alongs.
RPCs continue to grow in size and impact
Know Thy Self
IDNs have differing views on self-distribution
More good news on vendor credentialing front
Joint Commission, Mayo Clinic offer some guidance
EOL Tech Talk: Sharps selling
When sales reps understand their physician customers’ work environment, as well as current safety legislation, they can help them select the right safety products.
A Kick Out of Sale
After 40 years of selling – and nearly as many awards – independent rep Steve Schultz is happier than ever servicing his customers
Ten steps to get your financial house in order
A New Call Point for Manufacturers