It costs a lot of money to support customers the way they want to be treated. Manufacturers may have to increase their tech support services, adds Burdick's Connelly. And they'll have to step up training for their district managers and distributors. The successful rep will sell the provider on the increased flexibility that PC systems offer them, in terms of archiving and shuffling data, she adds. He or she will also point out that PC systems help the physician do serial comparisons of a patient's test results.
Information is so important now, says Connelly.
And that's what the sales rep is really selling. Adds Marquette's Long, with so many PC products on the market, be sure you're paying attention to those of high quality.