Device supplier deemphasis on direct marketing recommended by Columbia/HCA exec.
This article was originally published in The Gray Sheet
Executive Summary
DEVICE SUPPLIER DIRECT SALES RESOURCE SHIFT TO CLINICAL CONSULTING should be implemented to meet the needs of consolidated health care providers, Michael Louviere, vice president of materials management at Columbia/ HCA, said Oct. 24 at a HIMA "customer conference" in Nashville, Tennessee. "I really do not think that the average company will need a large sales force in the future...What we really are looking for is sales initiative on our corporate level. Once that's sold, you really don't need salesmen to drive the sales in the field. We'll do that for you."