Newsroom

• Medmarc affiliate is IMDA's preferred provider of products liability coverage.  The following letter was sent by IMDA President Bob Wahlenmaier to IMDA members in March 2005 regarding the association�s agreement with Hamilton Resources Corp., exclusive underwriter and business affiliate of Medmarc.
   
• Big company comes calling. On the Friday before Christmas 2003, Butch Lawhon of Products for Surgery received the call every IMDA member dreads. One of his manufacturers had decided to drop its distributors and go direct. But soon afterward, a competitor of that manufacturer placed a call to Lawhon and asked him to take on their product. The caller did not represent a small, start-up company, however. Rather, he represented Minneapolis-based Medtronic Cardiac Surgery, a business unit of $9 billion Medtronic.
   
• E-mail campaign supports reps in field. Calling on hospitals in northern Wyoming can lead to some serious windshield time. Learn how Vital/Med Systems Inc., Centennial, CO, has perfected the art of using e-mails to pave the way for productive face-to-face sales calls.
   
• Questions for prospective principals. Every specialty sales and marketing organization knows the importance of selecting one�s manufacturer partners with care. This list of questions may help guide you in building the foundation for a good relationship.
   
• Plain talk for better relations between manufacturers and specialty sales organizations. The only way to plant the seeds of a solid relationship between manufacturer and specialty sales and marketing organizations is through plain talk. And it has to begin before a contract is signed.
   
• What is your company capable of? In industry after industry, front-runners are being outperformed by more dynamic, capabilities-based rivals. Here's how you can help your company gain the advantage.
   
• The ideal rep. Sales is the least understood, but perhaps the most important part of American Business today. Companies need to examine their businesses, customers and product mix in order to maximize the productivity of their sales forces.
   
• Age Discrimination in Firing: The Pitfall to Avoid. Has one of your older salespeople reached his or her comfort zone? Know someone younger who could tear up that territory? Be careful. Click on this story to find out why.
   
• An Opportunity to Educate: Manufacturers and specialty sales and marketing organizations have to work together to educate buyers about the cost -- and savings -- ramifications of new medical technologies. MX: Business Strategies for Medical Technology Executives, July/August 2002.
   
• High Cost of Healing: When it comes to new technology, purchase prices hides real cost - Repertoire Magazine.
   
• Adding Value: Specialty Distribution Expands Options - Medical Device & Diagnostic Industry.
   
• The dollars and sense behind...Bringing Innovative Medical Technology to Caregivers. An easy-to-use worksheet that helps manufacturers compare the costs of going direct vs. using specialty distributors.
   
• Tomorrow�s Standard of Care: The costs and benefits of innovative medical technology.
   
• Square Pegs, Round Holes: How do specialty distributors fit into your prime vendor program? A guide for buyers.