Pat Malone challenges distributor representatives to augment selling skills and approach each customer from a different perspective. He sites the decreasing market share coming direct from the veterinarian as a problem to help solve.
“ a problem isn’t a problem until there is the realization that it is a problem”
Practice managers attending the upcoming VHMA convention can use this article to identify two or three problems to discuss with colleagues during courses and networking. < link >
Source: Veterinary Advantage, February 2018. Link. Distribution reps can provide a great advantage because they visit multiple practices. They see what works and what doesn’t work. As competitiveness increases, their expertise and experiences can provide practices with perspectives on improving individual hospital performance.
INSIGHTS: For veterinary team members, consider assertively asking a distributor rep about how others practices are approaching a challenge you are facing. Your success is their success, too.