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November 1998
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November 1998 Issue

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Edition: Vol 6 Number 11

Bytes Over Boxes: McKesson & HBOC
Yes, the merger of McKesson and HBOC brings powerful short-term selling synergies. But it's the longer-term potential to create a supply chain information powerhouse that makes the combination so intriguing.

Cardinal & Allegiance Join Forces
Two aggressive companies, one strategic vision. Cardinal and Allegiance ink a surprising $5.4 billion deal.

Owens & Minor Fights Back
The venerable distributor inked an eight-year, sole-source med/surg agreement with Tenet Healthcare valued at $250 million per year.

Providers Seek Systems Solutions, Not Products
Specialty distributors can play a big role in filling the product and service needs of integrated networks.

Horizon Creates Supply Chain Niche
Horizon's acquisitions of Columbia and Stepic open up new opportunities for specialty distributors facing an uncertain market.

Cybermeds: On-Line Community For People With Disabilities
The disabled are flocking to the Net, where a company called CyberMEDS hopes cash in on a hot concept.

GPOs Call Attacks Unfair
The GPO industry responds to allegations that they are keeping life-saving technology out of the hands of health care workers.

POCT Paper's Dissemination Can Lead To Education And Change
When MCOs require enrollees to leave physician offices for laboratory testing performed at a remote location, they are working against their own best interests, and those of the patient. A HIDA-commissioned paper reveals how to correct the problem.

Sullivan Legacy Will Live On In New England
After a sales career that spanned nearly five decades, PSS sales rep Charlie Sullivan has decided it's time to play some more golf.

Nailing Down The Future For Sales Success Today
In today's fast-paced business environment, supply chain players who want to stay on top have their work cut out for them.

Consolidation, E-commerce Among Key Executive Conference Issues
The 1999 Executive Conference, February 24-27 at the Hyatt Regency Hill Country Resort in San Antonio, Texas, will offer insights into such critical topics as industry consolidation and electronic commerce.

Create Connections For A Lifetime
Is your "net" not working as well as it could? Here are a few easy suggestions on how to reenergize your networking skills and take advantage of the connections you've already made.

Turning Pricing Issues Into An Advantage
Position yourself as a business partner and let your customers tap into information you have gathered on how others run their practices.

Make More Sales: 13 Powerful Keys To Success
These 13 ideas can help you get lucky when it comes to making more sales.

Of Giants And Crumbs...
As the major players get even larger, more potential customers (fearing neglect and poor service) may open their arms to local distributors.