Buying Groups Help Distributors Win In Healthcare

Healthcare spending is on the rise, which makes it an enticing market for jan/san distributors to explore if it's not part of their existing sales. But as anyone with recent healthcare sales experience will tell you, pulling back the curtain on this industry reveals a complex system of processes and regulations that can challenge even the most tenured salesperson.

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It hasn't always been this way; in fact, much of the challenge has been driven by rapid consolidation within the industry throughout the past 10 years. This consolidation has impacted both acute care (typically hospitals where a patient receives treatment for an injury or illness) and non-acute care (i.e., surgery centers, physician offices and clinics) — facilities that previously operated independently of one another.

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