Professional Offices Mean Healthy Profits
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Because medical offices are very high-stress environments, Tabor said, the fewer vendors they have to deal with, the better. "Your approach should be to ask what their needs are, and add value to the solution or differentiate yourself from competitors."
Automated Ordering
Helping medical offices streamline operations via an Internet-based ordering system is another good strategy for distributors, Tabor said—especially if the customer has multiple locations. "They tend to have high turnover in office personnel, so automated ordering is a good selling point. They don't have to rely on a particular person to know the ordering procedure because anyone can click on the photos to order what's needed."
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