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October 2000
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October 2000 Issue

Magazine Cover

Edition: Vol 8 Number 10

Of Sell-Offs and Set-Ups
Sell-offs of physician practices by hospital systems and PPMs may not be producing a flood of orders for new office set-ups. Still, opportunities present themselves. Distributors who keep their eyes on the basics — especially tenacity and customer service — are turning up winners.

Six Rules for Successful Set-Ups

PSS ‘Energized’
Break-up with Fisher gives the distributor pause, but invigorates it as well.

PSS And Abbott Renew Agreement

Safe Sharps
Most non-compliance excuses won’t fly with OSHA.

Stop And Smell The Sewage
Independent suppliers lose big when manufacturers cave in to GPO demands restricting contracts to hand-picked national distributors.

The High Cost Of Budget Cuts
It’s one thing to cut excessive or unjustified spending – another to pare down funds at the expense of a whole population.

Influence Peddling
Materials managers can take a page from their reps’ handbook to gain influence with physicians.

Rebates R.I.P.?
New report predicts e-commerce will deep-six the maligned rebate.

‘The Writing’s On The Wall’
Third-party reprocessing spells opportunity for specialty distributors.

The Big Picture
For Marconi Medical Systems, e-business is a lot more than e-commerce.

Automatic Transitition
Medline to power-up its sales force.

UPS Makes Health Care Inroad

Fifty Years And Counting
After nearly a half-century in health care sales, manufacturer’s rep Marvin Stevens reflects on a worthy career.

Minor Miracle
Owens & Minor climbs out of Wall Street’s doghouse

Declaration Of Independents
IMCO president Bill McLaughlin talks the rise of the billion dollar independent co-operative.

The Other Side of the Desk
Dot-Com Trial And Error

HIDA 2000 Recap

The Stevens Company, Ltd.

Six Degrees Of Selling
Take a successful spin on the buying cycle.

Right Company, Right Time
Omnicell’s e-commerce interfaces offer win-win deal for all.

Breathing Easy
No pain, no gain? When it comes to spirometry, that’s not necessarily the case.

K.O. The Competition
Get off the ropes and put some punch into your cold calls.

Data Disconnect
According to a Pricewaterhouse Coopers report on e-health care, e-commerce is taking a wee bit longer than expected.

$128 Question

Group A Streptococcus
The spread of this potentially deadly bacterial infection can be prevented and its severity diminished.

The Fine Print
Do you really need to read a fund’s prospectus? In a word, yes.

Talk The Talk Of Mutual Funds

White Elephant
What if HIDA held a trade show and nobody came?