Offer Remedies in Health Care

It is also one that was previously known as the HCFA-1500. While the new name is effective immediately, Magdaleno said it will be phased in over time on letterhead, signs and other products where HCFA is printed.

Knowing about changes like this brings up additional advice for salespeople—keep abreast of breaking news, updated compliance issues and revised regulations that affect the industry. By being aware of industry issues, distributors have a better chance of retaining customers.

"We maintain continuous dialog with government agencies for our distributors, and by doing so we guarantee that our forms comply with paper, ink and layout specifications," Magdaleno explained.

One of TFP's distributors, Vickye Dunn-Posey, vice president and co-owner of South Shore Business Forms, Bayou Vista, Texas, seconds that motion.

"My clients stay with me be-cause I find out from manufacturers well in advance when a change is going to occur," said Posey. "This allows me and my clients to prepare for them."

While selling government-approved forms and insurance claim envelopes are a must in the health-care market, there are other products to promote.

For example, Carole Seidel, office manager for Hospital Forms and Systems, Dallas, said that laboratory mount sheets, shingled narcotic control forms, physicians' order forms and pharmacy twin web forms are necessities that are predominantly sold to hospitals. And, due to a decline in the need for manual forms, Seidel said that Hospital Forms has transitioned to manufacturing laser-printed generated forms.

In addition, John Freimuth of Freimuth and Associates, Palos Heights, Ill., enhances business by selling basic stationery items, invoices and pharmacy labels to small medical offices. Posey, who also sells to small offices, distributes checks, billing statements, invoices and promotional products.

"A lot of doctors are now buying promotional pens, koozies and sport bottles," said Posey, adding that teeth-shaped magnets are popular among dentists.