February 2010 Issue

Edition: Vol 18 Number 02

The Politics of Diagnostics
New recommendations by government task force and physicians’ groups question old assumptions about diagnostic screening

Publisher's Letter
Keeping and Eye on Things

The Lab Guy
Is my office a candidate for POL? Reps can do a lot to help their physician customers answer that question

Adjusting to the Currents
One small distributor discovers success through expanding into new markets

Under One Roof
Owens & Minor hosts its sales force and vendors at national sales meeting

HIDA legislative update: Now What?
What’s next following the passage of reform bills by the Senate and House

Sales: Discounting is For Wimps
Three tips to creating higher margins and happier customers

Sales Management
Can old dogs really learn new tricks? Getting the seasoned reps on board with sales training

Sales: Fresh Start
Ideas for moving forward

Sales: Know Thy Competitor
How to develop a working knowledge of your competition

Windshieldtime

Quick Bytes

Mixed Report on Hospital Expenses
Government breaks down rise in hospitalizations as well as rise in costs per hospital stay

Two-tiered Approach to Contracting
Regional contracting is good for hospitals and good for vendors, says one contracting executive

Premier Updates QUEST Results

Is One the Loneliest Number?
Does the industry need one numbering system for products and providers, or are we OK the way we are?

New Patients, New Home
The emergence of new long-term-care patient groups has fueled a growth in post-acute-care movement

An evolving market
Palliative care

EOL Tech Talk: Sutures
Helping physicians find the right suture depends on many factors, including products of high clinical value

2010 Roth IRA Conversions
Opportunity or Trap?

Rep corner: Mile by Mile
One rep was motivated to accomplish his longtime goal of running a marathon

People News

New Products

$128 question