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As a GSO, if you will, McKinney explained IBSA secures the national contracts, and coordinates the supplier pool to benefit both distributors and suppliers. He likened the company’s model to a GPO (group purchasing organization) such as Novation—currently IBSA’s largest national account. “Novation coordinates contracts for various hospitals and non-acute care facilities. IBSA coordinates sales for distributors,” McKinney observed.
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Maggie Dewitt
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