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Volume VI No. 4 - March 15, 1999

Sales to Become the Secret Behind Successful Labs

Commentary and Opinion by R. Lewis Dark / By

SALES WILL BECOME A NECESSARY PART of every laboratory executive’s management toolbox during the next few years. The unmistakable success of the nation’s best-performing laboratories now rests on their effective use of sales and marketing programs. This is not something that most hospital laboratory administrators want to hear. After all, creating a sales program is …

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Movers & Shakers For ’99 Demonstrate Leadership

Laboratory Management / By

EACH YEAR IT BECOMES more difficult to make final selections for our annual Movers & Shakers awards. The reason is simple. Today there are more examples of leadership in the laboratory than when we first started these selections three years ago. This is a good omen. It means that the crucible of the marketplace is …

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AmeriPath, Cytyc, NeoPath, Morphometrix, AutoCyte

Laboratory Management / By

AMERIPATH REPORTS RECORD YEAR & LOSES ITS CHAIRMAN MIXED SIGNALS RECENTLY EMERGED from AmeriPath, Inc., the country’s largest pathology PPM. It finished the year with strong financials and lost its chairman. On one hand, it finished its first full year as a public company with strong revenue growth and adequate profits. As CEO James New …

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Sales & Marketing Is Critical To Success Of Labs & Pathologists

Laboratory Management / By

CEO SUMMARY: Careful study of the most successful lab oratories operating today reveals a common characteristic: the effective use of sale s and marketing methods to boost specimen volume, revenue, and operating profits. This is true whether it’s a hospital lab outreach program, a commercial laboratory company, or an anatomic pathology practice. These laboratories are …

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First-Ever National Gathering Of Lab Sales Managers

Laboratory Management / By

CEO SUMMARY: Here’s a news-making event for the clinical laboratory industry: a first-ever national meeting of the country’s best sales and marketing managers. Scheduled as a new addition to the EXECUTIVE WAR COLLEGE on May 11-13, it’s an unprecedented opportunity for the nation’s brightest minds in laboratory sales and marketing to share knowledge, learn winning …

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Three Blood Brothers Release Year-End Financial Performance

Laboratory Management / By

FINANCIAL REPORTS RELEASED by the three national laboratories for the fiscal year 1998 reveal a definite improvement in their financial performance and cash flow. One sign of this improvement is the fact that none of the three blood brothers disclosed any huge write-downs similar to those experienced in 1995, 1996, and 1997. Another sign is …

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“March 15, 1999 Intelligence: Late Breaking Lab News”

Late Breaking Lab News / By

As expected, the wave of hospital mergers and acquisitions is slowing. During 1998, the number of mergers and acquisitions fell 28% from 1997. This is the first time since 1993 that the number of transactions declined. As reported by the Hospital Acquisition Report, only 144 transactions were done during 1998, compared to 197 purchases in …

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