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June 2000 Issue

Magazine Cover

Edition: Vol 8 Number 06

Abbott's Exit Leaves Industry Playing Musical Chairs
The vacuum left by Abbott's FDA shutdown leaves some players in the rapid diagnostics and chemical analyzer markets sitting pretty, while others are left standing out in the cold.

Is The Worst Behind Us?
With distributor stocks taking recent tumbles, now's the time to focus on new opportunities.

Medchannel, Livingston Get Program Rolling

THE CUSTOMER'S POINT OF VIEW
Evaluating customer information in the face of industry trends pays big dividends.

IT'S A MATCH
Overstock program finds a home for excess inventory.

E-COMMERCE: Progress Update, June 2000
So many online vendors. So few people buying.

FREE, PERFECT AND NOW
In the Internet Age, a new book explores how to connect to the three insatiable customer demands.

OFFICE OF THE FUTURE Offers Reps A New Angle
The breadth of products represented by the Office of the Future consortium allows reps to offer virtually anything physicians need.

TX Distributor Buys Manufacturer

A Mission Of HOPE AND HEALING
The non-profit Tribal Outreach Medical Assistance Foundation protects and preserves the health and survival of tribes in the jungles of the Amazon Basin.

OUT-OF-HOSPITAL EXPERIENCE
Allegiance's Larry Rohrer claims to have seen a very bright light at the end of a long tunnel. Within that light were the words 'Non-hospital providers.' He hasn't been the same since.

Using The Internet & Automation As TOOLS FOR SALESPEOPLE
Some aspects of todays outside sales jobs will be replaced by point-and-click. The time to become automation-enabled is now.

THE WORLD'S BEST SALESPEOPLE
Not on a boat? Not with a goat? Use the 'choice close' to beat customer objections.

Building RELATIONSHIPS With Distributors
HIDA's Manufacturers Seminar focused on what it takes for manufacturers selling through distribution to be successful.

2000 National Sales Meeting: IMCO GOES FOR THE GREEN
Record attendance reflects organization's growing market strength.

IMCO Connects With New E-Commerce Partner at National Convention

Proactive Relationships Drive Shared Service Systems

MEDIBUY.COM: Every Day A New Victory

A Day In The Life...

URINE SCREENING Helps Patients Avoid Kidney Failure
Physicians need a precise, easy-to-perform screening method that can provide results while the patient is still in the office.

Avoiding THE KILLER CURVE
Drive, talent and experience aren't always enough to keep a company going. Here's how to maintain momentum in your business.

I'm Okay, You Need Some Work!
In a company, quality must be driven from the top down, but the sales rep has to drive it for his or herself.

Playing All The CYBERSPACE ANGLES
Manufacturers need to take more control over the branded customer experience.

Investing In The New Millennium
Realistic expectations and long-term perspective are the keys to success.

IT'S HALF FULL

Can You Say M-Commerce?