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Geographically, IBSA is fairly well represented, although it seeks to increase affiliates in the Northeast and Central Plains, particularly Boston. Warehousing capabilities are a plus, but not a requirement, and IBSA looks for overall drive and growth when considering an affiliate. “A lot of smaller companies still buy a lot of printing. Just look at the non-acute side of the health-care industry,” noted McKinney. “The smaller guy is often better at calling on the smaller facility, and the big guy is more effective in the 250-bed hospital. Some affiliates are non-acute care monsters, selling everything from business cards to filing products, and others don’t want anything to do with calling on doctors’ offices.”
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Maggie Dewitt
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