June, 2014

Hospitals are increasingly looking to electronic processing in their supply chain to achieve cost savings.

With capital expenditures declining and razor thin margins on equipment, OEMs are looking to other ways of making money. Besides cloud computing and subscription based software a new revenue stream is being explored: on-line training. For example, NexGen has partnered with 3M Healthcare to provide a web-based ICD-10 Education Program. Is this an opportunity that your company can make money from?

Three major medical device companies join a long list of medical device & equipment companies who have utilized the NAMSR® Employment Center when they look to add to their medical sales force. Medical Sales positions are available at ElectroMed so apply today.

"To Err Is Human" breaks the silence that has surrounded medical errors and their consequence - but not by pointing fingers at caring health care professionals who make honest mistakes. After all, to err is human. Instead, this book sets forth a national agenda - with state and local implications - for reducing medical errors and improving patient safety through the design of a safer health system.

Overtreated ultimately conveys a message of hope by reframing the debate over health care reform. It offers a way to control costs and cover the uninsured, while simultaneously improving the quality of American medicine.

Lean Hospitals explains how to use the Lean management system to improve safety, quality, access, and morale while reducing costs. Lean healthcare expert Mark Graban examines the challenges facing today’s health systems, including rising costs, falling reimbursement rates, employee retention, and patient safety.

The University of Michigan Hospitals projects higher financial results for 2014

Volumes are down as much as 7%. All three credit-rating agencies have a negative outlook on the not-for-profit healthcare sector. Only 84.4% of provider organizations operated in the black last year, down sharply from the 89.2% that had positive results in 2012 and even below the 86.9% of providers that posted positive results in 2011. At the same time, costs are rising as providers invest in the new technology and care-coordination staff needed to participate in healthcare reform's new payment models.

Neither vendors nor end users have fared well with the changes that have gone on with healthcare reform in the past few years. While meaningful use, ICD-10, health information exchanges (HIEs), regional health information organizations (RHIOs), accountable care organizations (ACOs), and other related acronyms are affecting the way healthcare operates, someone apparently forgot to tell the leadership at most PACS providers. They seem to ignore the realities of the healthcare marketplace and continue to hold fast to year-over-year quota increases that are virtually unattainable by sales.

Promising Care: How We Can Rescue Health Care by Improving It collects 16 speeches given over a period of 10 years by Donald M. Berwick, an internationally acclaimed champion of health care improvement throughout the course of his long and storied career as a physician, health care educator and policy expert, leader of the Institute for Healthcare Improvement (IHI), and administrator of the Centers for Medicare & Medicaid Services.

What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results.

Transforming Health Care:Virginia Mason Medical Center's Pursuit of the Perfect Patient Experience takes you on the journey of of Virginia Mason Medical Center's pursuit of the perfect patient experience through the application of lean principles, tools, and methodology.

Often a change of ownership or management gives new suppliers and salespeople to get traction in an account. Often partnerships result in new funding.  Check this list and see if any of these facilities fall in your sales territory.

UCLA Health System is revered worldwide for its top-tier patient/customer care. Great physicians, nurses, researchers, and staff are only part of the equation; UCLA’s overall success is a result of organization-wide collaboration that is driven by leaders with a shared vision of unyielding excellence. Michelli breaks down UCLA’s approach into five simple principles.

The most common challenge every sales professional must overcome is not indecisive customers, inferior products, or innovative competitors. It's the discomfort you feel when initiating calls, dealing with difficult customers, and asking for the sale. Sales expert Jeff Shore argues that boldness is required to embrace this discomfort and leverage it to land the sale. And it is a skill that can be learned.

As Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.” Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don’t. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.