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September 2000 Issue

Magazine Cover

Edition: Vol 8 Number 09

Face-To-Face Still Sells
Salespeople who make quality calls are being rewarded with more business.

Physicians' Office World Class Sales Survey Methodology:

Highest-rated distributor in Northeast region
Atlantic Healthcare Products/McKessonHBOC

Highest-rated distributor in North Central region
Richmark Medical Supply Inc.West Chicago, IL

Best Overall Company, Best Local Company, Highest-Rated Distributor In South Central Region
Estorge Surgical Supply Company Inc., Lafayette, LA

Best Specialty Company
Laboratory Supply Co. (LABSCO), Louisville KY

Best Regional Company (4th Highest overall)
United Medical Supply, Fort Worth, TX

Best in Mid-Atlantic Region
Shenandoah Medical Supply Inc., Fishersville, VA

Highest-rated distributor in Central Region
Medical Supply Company, Wheeling, WV

Physician's Office Sales Survey Rankings

Overall Rankings By Market Segment

Overall Rankings

Unconventional Wisdom
Maine supplier's many hats give it business advantages.

Lessons Learned In Dot-Com Land
Fortune proves fickle for Cimtek Commerce.

High Cost Of Healing
When it comes to new technology, purchase prices hide real cost.

'Net Leverage
E-commerce establishes a foothold in alternate sites.

You Are Here
A roadmap to the healthcare online superhighway.

Diamonds In The Rough
It's time to polish up your value-added services.

Question, Question, Question
Or, How Sales Veterans Close the Sale

The Other Side Of The Desk
The Promises You Keep

The Joy Of Selling
Reps cherish the freedom and flexibility of their jobs. But they also value the relationships they form with their customers.

On The Hot Seat
Catching up with Mike Mahoney, general manager, Global Healthcare Exchange, is no easy task.

Consult The Stars
Will you hit your number this month? Is it time to ask for that big raise? Find out.

IMDA Technology Briefs
Technology news from IMDA, the specialty sales and marketing dealers association.

HIDA 2000 Preview

Cimtek Suspends Operations

A Family Affair
Tri-anim's national sales meeting marked company's 25th year.

A Date With History

Tag Team Tackles Indianapolis
Two are better than one. In this case, at least.

A Medical Buying Group
DocsDepot.com pursues a unique avenue to success.

A Day In The Life...

Is IDN Purchasing Revolution Dawning?
IDNs are just beginning to flex their supply chain muscles.

Influenza
The annual return of this respiratory tract virus is a nuisance for most. For others, it's a killer.

Join The Club
Investment clubs are a way to broaden your education and research your personal portfolio, without exposing yourself - or your portfolio - to much risk.

Do Unto Others
This month's Repertoire reads like a roadmap to success. The wisdom it contains is priceless.

AHRMMs Talks