Health Industry Today articles from August 1997

Health Industry Today archives from August 1997

Medical waste segment finds tough going with today's hospitals. (includes related article on the highlights of the Assn. of Operating Room Nurses' position statement on regulated medical waste)
August 1, 1997... Stringent environmental regulations and a consolidating universe of customers beset by shrinking budgets and uncertainty about how those financial and regulatory conditions will affect their demands are creating a shaky picture at best for the...

Competition zeroing in on J&J's coronary stent dominance. (Johnson & Johnson)
August 1, 1997... The competition is quickly closing in on Johnson & Johnson and its dominance of the fast-growing U.S. market for coronary stents. Mighty J&J has capitalized on stent sales in this country ever since it gained undisputed market superiority in this...

Discontent persists in Premier contracting. (Premier Inc.)
August 1, 1997... Some 18 months following its highly publicized creation, is Premier Inc. delivering on its promises to both its members (low benchmark pricing) and its trading partners in the vendor community (high contract compliance)? Although there appear to...

For third straight year, GE launches "breakthrough" ultrasound technology. (General Electric Medical Systems)
August 1, 1997... Leading with the message that the company is focusing on clinical relevancy over a wide range of applications, General Electric Medical Systems has begun sales and marketing of its new Voxel Image Processing[TM] technology. In grandiose style...

Smith & Nephew laces into shoulder surgery market with Suture Punch. (Smith & Nephew Inc.; Acufex Suture Punch)
August 1, 1997... More Americans are playing sports harder - and more frequently. So, hoping to tap into a market created by those unfortunate enough to suffer shoulder injuries from their efforts, the Endoscopy division of Smith & Nephew Inc. recently launched...

Belts are tight, but exhibiting still is key marketing tactic.
August 1, 1997... Editor's Note: Last month in this space, we discussed some of the business aspects of medical device trade shows in today's health care sales climate ("Trade shows rise in importance, but are you ready to exhibit?", July 1997, p. 13). This month,...

Relationship selling: how to grab a busy physician's attention.
August 1, 1997... Physicians are giving sales reps less time than ever to make their case and present their offerings. With managed care demands, there's less time available for physicians to talk to you. As the physician's autonomy to select treatment options...

Increasingly, medical device sales call for telemarketing.
August 1, 1997... For a variety of reasons, medical device companies in great numbers are picking up the telephone for a range of sales and service functions. During a time when margins are squeezed tighter than ever, the cost of outside sales calls is spiraling,...

Many questions cloud Medline's move to step up distribution offering. (Medline Industries Inc.)
August 1, 1997... At a time when the distributors of medical-surgical supplies are struggling on many fronts - not the least of which is the stock market - and the industry as a whole is consolidating, Medline Industries Inc. has chosen to boost its offering in...