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July 1998 Issue

Magazine Cover

Edition: Vol 6 Number 07

Premier Extends Reach Beyond Hospitals
A whopper of a deal brings physicians and other non-hospital providers a step closer to Premier.

Questions Surround Columbia's McKesson Decision
How and why Columbia dropped O&M almost a year before their contract expired isn't easy to pin down. Here's the latest.

Issues and Answers: Point Of Care Testing
There are no one size fits all answers when it comes to performing 'near-patient' testing. Here's what you need to know.

Sales Reps Of The Month: July 1998

Pre-HIDA/98 Show Coverage

Disease Management: A Primer For Reps
Disease management is a hot topic with Integrated Healthcare Systems. It's time for reps to learn the lingo and join the discussions. After all, what have you got to lose -- except business?

Quality: Can You Make A Difference?
Your physician customers are under the gun to improve quality and patient satisfaction. But what does that have to do with you???

They Just Didn't Listen

Quality -- The Next Frontier

StarLine Meeting: StarLine Warehouse, Electronic Catalog Programs Move Forward
The recent meeting in Boca Raton, FL, finds StarLine warehouse and electronic catalog programs moving forward.

Whatever Happens Is Normal

Henry Schein Medical Group National Meeting: The Force Of One
News and notes from the recent national meeting of the Henry Schein Medical Group in West Palm Beach, FL.

Building Bridges: Educate Your Customers Into The Sale
If prospects knew what you do about your products would they choose you over the competition? That's why educating your customers is such an important part of the selling process. Build a bridge to your customers and the sales will come!

Knowledge Is Power
The competition is tough. But if you arm yourself with the right tools, you can master a crazy marketplace

Who Really Is The Customer?