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September 2001 Issue

Magazine Cover

Edition: Vol 9 Number 09

Speaking of Financing…
Reps don't have to clam up when their customers talk about financing equipment. In fact, the more they know about it, the more value they bring – and the more sales they make.

Two IDNs Part Ways With GPOs – Part Ways

ABC Aligns Buyer and Seller

Who's Driving?

The Persuasive Negotiator
Utilizing basic tendencies of behavior will make you successful in negotiations.

Owens & Minor Balances…
OR Product Knowledge with Supply Chain Expertise.

Flu Vaccine Questions Answered

Bio-Vascular Deepens Niche

Self-Care and Specialty Distribution Offer Opportunity

The Other Side Of The Desk
Hospital and Distributor Dilemma: Allow Bid Process to Break Up Productive Relationships?

Will Future Medical Technologies Make Hospitals Obsolete?
New technologies are geared for home use or the physician's office, leaving hospitals to ponder their fate.

Driving Your Sales
Golf's Lessons Work in Sales Too.

The Game of Life

A Big Step Beyond Small
In spite of major obstacles, one family-owned distributor continues to move ahead

Selling to Docs Shouldn't be a Problem
Understanding the doctor's position in the problem solving process cuts down on sales time.

Legislating Safe Sharps Compliance? ….Yeah, Right

DHD and Respironics Receive Tri-anim Manufacturer of the Year Awards

The Distributor's Role In Driving Safety Devices…Show You Care!

Ideas out of synch with the times spell trouble Myths That Menace Selling Success.

HCV Demands More Attention
Increased awareness of viral hepatitis C leads to new testing and therapy.

A Good Retirement Plan Is Good For Business

Deal

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