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McKesson, Swissray sign distribution agreementAstraZeneca names Fante to head U.S. operationsMasimo, Nihon Kohden expand licensing agreementNightHawk Radiology Holdings names Engert as CEOVarian Medical Systems names new board memberEliminating racial disparity in blood pressure controlJohns Hopkins Medicine International adds third UAE hospitalLake Charles Memorial Hospital inks deal with McKessonBrian Sullivan’s PRECISE Selling Weekly MotivationNovation announces Bob Majors Scholarship winnersPremier signs agreement with NEC Unified SolutionsStock Watch| Distributor News | McKesson, Swissray sign distribution agreement
McKesson Corp (San Francisco, CA) signed a distribution agreement with Swissray International Inc (Elizabeth, NJ). Under the agreement, McKesson will sell its own Horizon Medical Imaging PACS in combination with Swissray’s DR technology. The combined solutions will provide enhanced workflow and performance capabilities to imaging providers. Additional details were not disclosed. | | | -back to top- | | Manufacturer News | AstraZeneca names Fante to head U.S. operations
AstraZeneca PLC (Wilmington, DE) appointed Rich Fante as the new president of the company's U.S. operation. Fante has been with the company for 13 years. He replaces Tony Zook, who was appointed president of the company's biotechnology unit MedImmune Inc (Gaithersburg, MD). | | | -back to top- | Masimo, Nihon Kohden expand licensing agreement
Masimo (Irvine, CA) and Nihon Kohden America Inc (Foothill Ranch, CA) signed an expanded technology licensing agreement that calls for the integration of Masimo SET into Nihon Kohden bedside and patient monitoring products worldwide. Masimo is the inventor of Pulse CO-Oximetry™ and Measure-Through Motion and Low Perfusion pulse oximetry. Nihon Kohden began integrating Masimo SET into Nihon Kohden products in the U.S. and Canada in 2006, and the demand for Masimo technology continues to grow. | | | -back to top- | NightHawk Radiology Holdings names Engert as CEO
NightHawk Radiology Holdings Inc's (Coeur d'Alene, ID) board of directors approved a succession plan for its senior management. Effective November 15, 2008, Dr. Paul E. Berger resigned as CEO. He will be replaced by David M. Engert, a NightHawk director and member of its audit and nominating and corporate governance committees since April 30, 2008. Berger will continue to serve as non-executive chairman of the board and will work closely with Engert over the course of the next several months to ensure a smooth and efficient transition. NightHawk Radiology Holdings is a provider of radiology services to radiology groups throughout the U.S. | | | -back to top- | Varian Medical Systems names new board member
Varian Medical Systems Inc (Palo Alto, CA) announced that Venkatraman Thyagarajan, vice chairman of the board of directors of GlaxoSmithKline (Philadelphia, PA) and a director of Tata Consultancy Services Ltd, has been appointed to the company's board of directors. His appointment increases the size of the board from nine to ten. Thyagarajan replaces Dr. Steven Leibel MD, who passed away in February 2008. | | | -back to top- | | Providers and Provider Services News | Eliminating racial disparity in blood pressure control
Eliminating racial disparity in blood pressure control among adults with hypertension would substantially reduce the number of deaths among blacks from both heart disease and stroke, according to a study in the current issue of the Annals of Family Medicine. It is known that black Americans with hypertension have poorer blood pressure control than their white counterparts. By reducing systolic blood pressure among blacks to that of whites, the annual number of deaths among blacks from heart disease would be reduced by 5,480, and from stroke by 2,190. | | | -back to top- | Johns Hopkins Medicine International adds third UAE hospital
The United Arab Emirates (UAE) health authorities contracted with Johns Hopkins Medicine International, part of Johns Hopkins Medicine (Baltimore, MD) to manage Corniche Hospital in Abu Dhabi, the only specialist maternity hospital in the UAE capital. The hospital has 235 beds, including 50 NICU beds, and delivers more than 12,000 babies each year. The move is part of an effort to raise standards. Since 2006, two other hospitals in UAE--Tawam Hospital in Al Ain and Al Rahba Hospital on the outskirts of Abu Dhabi--have also come under Johns Hopkins management. | | | -back to top- | Lake Charles Memorial Hospital inks deal with McKesson
Lake Charles Memorial Hospital (Lake Charles, LA) signed a three year, $6 million agreement with McKesson Corp (Bloomington, MN) to transition its business and clinical information systems to the Paragon community hospital paperless information system and Practice Partner Patient Records EHR and practice management solution. The new system will allow affiliated physicians to access patient information from any computer in the system, reduce record redundancy and make information available in multiple locations to assure security and availability of records. The initial implementation phase is scheduled to begin in early 2009 and take approximately nine to 12 months to complete. | | | -back to top- | | PRECISE Selling Quote of the Week | Brian Sullivan’s PRECISE Selling Weekly Motivation
 The Christmas Close
By Brian Sullivan
Two weeks ago while skimming the radio channels, it hit me. According to one radio station, it was about time I start dreaming of a White Christmas. What? Isn’t it still November? Now there is a time and a place for everything but here we are, still a week BEFORE Thanksgiving, and Christmas music still doesn’t feel right. But the time will come, and I when it does, I will jump in headfirst. I just don't like to be forced into something when I am just not ready. I think that radio station went for the Christmas Close just a bit too early.
What do I mean? Well, I was presented with a product that I really enjoy (Christmas Music), but the timing was all off. I loved what the radio station was offering but was not quite ready to "buy" into it just yet. The point is that there is a certain ebb and flow to people's emotions. And to be successful in sales, you need to be in tune with your prospects emotions at all times. If you go for the close too early, before they are ready, you risk them “changing the channel” and going to your competitor.
So how will you know when your prospect is emotionally ready to jump in? Ask them up front, before you start playing your music (presenting your solution) about the timing of the potential buying decisions. In other words, if they don’t have money in the budget until ’09, singing your tune too loudly now could cause them to hit the mute button in January. And don’t forget to ask who at the facility needs to hear your music. Too many times we deliver our songs to people who have no buying authority. Don’t assume you know.
So what do you do between now and the time they are ready to hear your music? Ask them questions that create curiosity in your solution. So when the time is right, they will be dying to hear your new song. For example, if somebody asked me today, “Have you heard about the new exclusive Nate King Cole Christmas song remake that will be released on the day after Thanksgiving?” BAM! You got me. Because while I might not be ready now, your curiosity building question has me hanging on the edge of my dial, waiting for Jack Frost to start nipping at my nose.
President of Kansas City-based PRECISE Selling, Brian delivers seminars and Internet training programs on sales, customer service, leadership and presentation skills to companies of all sizes. He also hosts the radio talk show Entrepreneurial Moments, a show dedicated to personal and business development. To find out more, visit him at www.preciseselling.com or email Brian at bsullivan@preciseselling.com. | | | -back to top- | | GPO News | Novation announces Bob Majors Scholarship winners
Novation LLC (Irving, TX) announced the 2009 Bob Majors Scholarship competition winners. The UHC (Oak Brook, IL) recipient is Ed Smith, executive director for supply chain management at University of Mississippi Medical Center (Jackson, MS). The VHA Inc (Irving, TX) recipient is Steve Krauz, director of materials management at Claxton Hepburn Medical Center (Ogdensburg, NY). The winners receive a $2,500 scholarship to apply toward costs associated with attending and participating in a 2009 materials- or leadership-related conference. | | | -back to top- | Premier signs agreement with NEC Unified Solutions
Premier Purchasing Partners LP (San Diego, CA), the group purchasing organization of Premier Inc (Charlotte, NC), signed an agreement with NEC Unified Solutions Inc (Irving, TX) to provide its IP Communications telephony line under the UNIVERGE®360 framework. NEC is the sole provider in Premier's Telecommunications Equipment Manufactures category. The agreement is available nationwide to acute care and continuum of care members of the Premier healthcare alliance. | | | -back to top- | | Stock Watch | Stock Watch
Quotes last updated at 11/18/2008 6:56:15 PM EST
| Company |
Price |
Change |
Trends |
| Dow Jones Industrials |
8424.75 |
+151.17 |
Analyze |
| S&P 500 Index |
859.12 |
+8.37 |
Analyze |
| NASDAQ Composite |
1483.27 |
+1.22 |
Analyze |
| AMERISOURCEBERGN |
30.82 |
+0.39 |
Analyze |
| ABBOTT LABS |
56.57 |
+1.25 |
Analyze |
| BAXTER INTL INC |
57.30 |
-0.77 |
Analyze |
| CR BARD INC |
80.92 |
-0.84 |
Analyze |
| BECTON DICKINSON |
66.03 |
+1.05 |
Analyze |
| BECKMAN COULTER |
46.50 |
+0.14 |
Analyze |
| BRISTOL MYERS SQ |
20.49 |
+0.79 |
Analyze |
| BOSTON SCIENTIFIC |
7.26 |
+0.07 |
Analyze |
| BOVIE MEDICAL CORP |
4.85 |
-0.65 |
Analyze |
| CARDINAL HEALTH |
34.04 |
-0.78 |
Analyze |
| CERNER CORP |
36.32 |
+0.29 |
Analyze |
| CONMED CORP |
24.75 |
-0.26 |
Analyze |
| COVIDIEN |
37.35 |
-0.66 |
Analyze |
| CARDIAC SCIENCE CORP |
7.09 |
-0.38 |
Analyze |
| DANAHER (METREX) |
54.06 |
+1.33 |
Analyze |
| DYNACQ HEALTHCARE |
3.28 |
-0.03 |
Analyze |
| EXPRESS SCRIPTS |
57.08 |
-1.15 |
Analyze |
| ev3 INC |
5.16 |
-0.12 |
Analyze |
| GENERAL ELEC CO |
16.06 |
-0.05 |
Analyze |
| GENZYME CORP |
70.31 |
+0.93 |
Analyze |
| HEALTH MGMT |
1.85 |
+0.03 |
Analyze |
| HMS HOLDINGS |
25.53 |
+0.07 |
Analyze |
| HOLOGIC INC |
13.58 |
+0.30 |
Analyze |
| HILL-ROM HOLDINGS INC |
21.94 |
-0.89 |
Analyze |
| HENRY SCHEIN |
39.94 |
-0.19 |
Analyze |
| INTEGRA LIFESCIENCES HOLDINGS CORP |
32.01 |
-1.14 |
Analyze |
| ICU MEDICAL |
30.54 |
+1.03 |
Analyze |
| INVERNESS MEDICAL INNOVATIONS |
17.14 |
-0.66 |
Analyze |
| IRIS INTERNATIONAL |
10.58 |
-0.21 |
Analyze |
| JOHNSON & JOHNSON |
60.89 |
+1.62 |
Analyze |
| KINETIC CONCEPTS |
21.34 |
-0.41 |
Analyze |
| KIMBERLY-CLARK |
58.15 |
+1.34 |
Analyze |
| MASIMO CORP |
27.09 |
-0.28 |
Analyze |
| MCKESSON CORP |
33.78 |
-0.26 |
Analyze |
| MEDASSETS |
12.15 |
+0.03 |
Analyze |
| MEDICAL ACTION INDUSTRIES |
7.60 |
-0.16 |
Analyze |
| MEDTRONIC INC |
31.60 |
-4.82 |
Analyze |
| 3M COMPANY |
62.17 |
+1.37 |
Analyze |
| MERIT MEDICAL SYSTEMS |
14.88 |
+0.04 |
Analyze |
| MICROSOFT |
19.62 |
+0.43 |
Analyze |
| MYLAN LABS |
8.79 |
+0.01 |
Analyze |
| OMNICELL |
9.87 |
+0.27 |
Analyze |
| OWENS & MINOR |
38.90 |
+0.20 |
Analyze |
| PSS WORLD MEDICAL |
17.58 |
-0.01 |
Analyze |
| QUIDEL CORP |
14.83 |
-0.44 |
Analyze |
| SIEMENS AG |
53.60 |
+0.26 |
Analyze |
| SMITH & NEPHEW |
37.78 |
+0.13 |
Analyze |
| STERIS CORP |
30.94 |
-0.34 |
Analyze |
| ST. JUDE MEDICAL |
30.56 |
-1.34 |
Analyze |
| SRI SURGICL EXP |
0.90 |
0.00 |
Analyze |
| STRYKER CORP |
40.83 |
-2.83 |
Analyze |
| TELEFLEX MEDICAL |
47.87 |
+0.11 |
Analyze |
| THERMO FISHER SCI |
32.02 |
-0.52 |
Analyze |
| ZIMMER HOLDINGS |
39.81 |
+0.04 |
Analyze |
| ZOLL MEDICAL |
16.50 |
-0.33 |
Analyze |
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