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REGENT
Gidget Ruscetta, FACHE
gidget.ruscetta@palimomi.org
PRESIDENT
Micah Ewing, MBA, FACHE
micah.ewing@hawaiipacifichealth.org
IMMEDIATE PAST PRESIDENT
Nick Hughey, RN, MBA, FACHE
nhughey@wcchc.com
CHAIR, GUAM LOCAL COUNCIL
Chuck Tanner, FACHE
chuck.tanner88@gmail.com
TREASURER
Suzie So-Miyahira
suzie.so-miyahira@kapiolani.org
SECRETARY
Emiline LaWall, MA
emiline.lawall@hawaiipacifichealth.org
COMMITTEE CHAIRS
Josh Carpenter | Education
Josh.Carpenter@trane.com
Sally Belles | Communications
sally.belles@hawaiihealthpartners.org
Bobbie Ornellas, FACHE | Diversity
bornellas001@hawaii.rr.com
Nick Hughey, FACHE | Sponsorship
nhughey@wcchc.com
DIRECTORS
Travis Clegg
cleggtl@ah.org
Andrew Giles
andrew.t.giles@kp.org
Laura Bonilla
laurab@kapiolani.org
Ryan Sutherland
ryansuth55@gmail.com
STUDENT REPRESENTATIVE
Denise Della
ddella@wcchc.com
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| Article of Interest |
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| Sales Representatives in Healthcare: Partnering to fill a need for Healthcare Organizations |
In this multi-part series we will be exploring the role and value of sales representatives in the healthcare space as well as ways that healthcare organizations can better partner with their local sales force to help drive positive outcomes at the bedside.
Part I: Medical Sales Reps
Let’s start by being honest, sales representatives haven’t always had the best reputation and I won’t argue that it’s probably for good reason. Everyone has had that experience – a pushy sales rep who won’t take no for an answer, a persistent telemarketer looking to upsell their service that you don’t need or want, or even worse, those that take advantage of elderly and unknowing consumers. Even the very concept of traditional sales and ‘selling’ someone on a product or service is one that subverts our core principles of choice and free will, especially when considering the best interest of the customer may not align with the sales rep’s incentive to sell more product or grow their commissions.
Despite these negative connotations and bad actors, not all salespeople are bad or unethical and, in many cases, (especially in healthcare) they can play a significant role in providing added value to the products and services that they sell. Not only do they provide a network through which new and novel technologies and advancements can be disseminated, they also provide valuable and specialized training and education to ensure that their products are working as promised.
In the complex field of healthcare in the era of pay for performance and value-based purchasing, all products large or small have the potential for significant financial and human impacts related to hospital acquired conditions and infections, length of stay, patient satisfaction and even impacts to clinical staff. This is where it is incumbent upon healthcare organizations and sales representatives to partner and ensure any product that is implemented in a facility will be used on the right patient with the right procedure at the right time.
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