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February 2000
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February 2000 Issue

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Edition: Vol 8 Number 02

Henry Scheinís Got the Market Covered
Fourfold approach to the physician market has Henry Schein Medical Group President Mike Racioppi excited about the future.

Poised for Growth
Times change, but IMCOís five-year plan shows mission remains the same.

3Ci Puts On A National Face
Out of the calamity of massive consolidation, 3Ci rolls out.

Texas Distributor Riding Change
Change is key ingredient to success for independent distributors.

Distribution Today: Golden Era or Troubled Waters?
This month's E-Vent survey asked readers to give us their assesment of the state of distribution.

Caligor Is The Place To Be;Owning Relationships, Thatís For Me
Non-traditional sales training delivers message loud and clear

Novation Ready To Award Minority Contracts
The company's Hitorically Underutilized Business Program is intended to encourage and support the development of minority- and women-owned businesses

Welch Allyn: Stability Amid Change
Sweeping organizational changes aside, manufacturer reassures the industry that, in many ways, it will be business as usual.

Spacelabs Takes The Global View
Spacelabs Burdick CEO Carl Lombardi discusses his companyís vision, direction.

Special E-Commerce Edition addendum

Abco Executive Conference: A Day At The Beach

Innovative Relationships: Affiliated Healthcare Systems

Upgrade The Quality Of Your Questions
Stop offering Band-Aid solutions and get to your customers real -- but hidden -- needs.

Patients Take Control Of Asthma
The goal of asthma management is minimal episodes, no emergency visits and minimal need for prn B-2-agonist.

How Well Are Your Salespeople Serving Your Customers?
When it comes to developing long-lasting profitable relationships, itís how well your salespeople serve the customersí needs.

Organizational Leadership: A Matter of Trust
Perhaps the three most underused words in organizations today are 'I trust you'

Taking Stock of Things
E-conomy craze continues to amaze and confound.

A Non-Internet Millionaire