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Affiliates receive special training and certification to work the Novation and Xerox accounts, and post-certification “boot camps” are conducted by suppliers for specialty products, such as advanced filing systems, as well as EMR, where commissions largely come from selling the maintenance programs. “There are hundreds of thousands of physicians’ offices across the country, and roughly 8 percent are using EMR—there is a lot of potential out there,” noted McKinney. For the moment, however, IBSA’s top three products sold into national accounts remain traditional forms, marketing collateral and labels.
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Maggie Dewitt
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