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May 1999 Issue

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Edition: Vol 7 Number 05

Anatomy Of A No-Nonsense Contract
Having just come off the painful, highly publicized loss of its Columbia contract, Owens & Minor needed a victory last summer. It turns out that one of the country's largest for-profit hospital groups -- Tenet Healthcare -- was seeking a victory of its own -- over costs. This is the story of how both got what they wanted.

What Makes A Great Salesperson
Preliminary Results Of The Physicians' Office World Class Sales Survey

How Well Do 'National' and 'Specialty' Fit Together?
Industry debates whether national specialty distributors can perform the traditional specialty distributor's role.

McKessonHBOC Medical Group Pulling Itself Together
Combined company offerings highlight 'Synergy of Fusion.'

Taking The Leap To Electronic Commerce
To rewrite the rules and create new competitive space in the market, healthcare companies need insight into trends in technology, demographics, regulation and lifestyles.

Services, Not Products Will Command Distributor of The Future
Secure as the future may be for distributors, it won't look at all like the past.

McIntosh Put Customers First For 50 Years
After a half of a century in a changing industry, McKesson's Clare McIntosh retires.

PSS Gets Gung Ho!
The company's national meeting was held in Baltimore, April 7-10.

How To Penetrate Impossible Accounts
Real world ways to reach the decision maker.

The NEW Salesperson
The coming of the customer evangelist.

Market Intelligence
The needs of your customers are changing, and that means you need to change as well.