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June 1998 Issue

Magazine Cover

Edition: Vol 6 Number 06

Small Guys Shine
The earth might be shuddering with the footsteps of the big guys, but small suppliers aren't stumbling. Why? Because they're zipping around with an agenda of their own.

Partners Puts The 'Integrated' In IDN
While most IDNs pay lip service to their non-acute care components, Partners walks the talk.

Sales Reps Of The Month: June 1998

Consumers Force Providers To Focus On Quality
Savvy suppliers will help their customers meet the quality challenge.

HIDA/98: Get With The Program

Elliot Werber: An Inside Look At Bergen Brunswig Medical Corporation's Direction
Effective May 1, 1998, Elliot Werber, BBMC's executive vice president assumed responsibility for all sales and marketing for the company. In a Repertoire exclusive, he shares his immediate plans for the medical company, as well as insights on their IDN strategy.

Owens & Minor: Through The Years
A drive to continually provide innovative programs, early implementation of computer systems and continuous improvements in supply chain efficiencies have helped Owens & Minor withstand the test of time.

Creating A Medical Supply Community
Publisher Notes

Quality -- The Next Frontier

Scenes From The IMCO 1998 National Convention
Highlights from the recent national IMCO meeting.

PSS National Sales Meeting: Cruising The Fast Track

Customer Objections Ahead: Detours On The Road To Success
Are customer objections putting the brakes on your next sale? Maybe it's time your attitude took a detour.

Size Does Matter
Today, if you as a vendor win a big GPO contract, you're in great shape. And if you don't, well, it's awfully cold out there...