Our guest blogger is someone I'm very excited to introduce to you. He's someone I'm proud to say is a very good friend.
A lot of you already know and love him.
Howard Jagoda has been in the medical industry for well, let's just say, longer then I have. THAT's a long time!
He is one of the most genuine people I've ever met.
Howard developed a reputation in the medial industry as a person of integrity, strong leadership, with a no-nonsense and results-oriented approach to business. I've never seen him not take the time to answer questions and conduct business fairly.
His background is in senior leadership with supply chain management. Howard's industry knowledge, network and experience is now utilized to develop short and long term strategies for distributor relations with manufacturers.
He is very successful in the negotiation of win-win marketing and operational agreements and operational efficiencies that benefit all parties involved.
If you are a medical manufacturer or distributor and don't know Howard Jagoda, you're missing out.
In true Howard form, he shares with us who he is in, "It's All About Leadership."
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Throughout my many years in healthcare distribution, both manufacturers and distributors have approached me to discuss the attributes and benefits of a collaborative relationship. Both parties need to work jointly if they are to achieve their goals and provide superior service to their mutual customers, the providers.
Whenever this topic arises (and it does quite often), I wonder how the conversation would proceed if we were discussing a personal relationship. We could compare it to a relationship with a spouse or partner, a parent or a child, or a good friend. The reason I enjoy thinking about this is because regardless of the parties involved in the relationship be it personal or business, I believe the same governing principles holds true.
- Honesty, Integrity and Trust
- Communication
- Respect for the other party
I don’t plan to address the above principles only because too many others have successfully done so.
However, given the principles in place, the business relationships can be enriched using the following techniques:
- Develop Joint Strategic and a joint marketing plans
- Develop the rules for your working relationship namely Policies & Procedures or a distribution agreement
- Drive Supply Chain & Operational Efficiencies to the benefit of both parties
- Agree on mutually beneficial financial arrangements
- Communicate via EDI when and where ever possible
If the manufacturer and distributor are able to develop a collaborative relationship, their mutual customers will benefit by:
- Enable the provider to focus on patient care
- Deliver the perfect order (the right; product, at the right time, and at the right price)
- Enjoying enhanced fill-rates
- Receiving on-time, accurate & consistent service
- Being the beneficiary of Supply Chain & Operational efficiencies
Many years ago, I worked for a man who helped me to understand that “It’s All About Leadership." I look forward to the day when healthcare manufacturers and distributors jointly employ and address the relationship issues and lead their organizations to a collaborative relationship with the other. I look forward to the day when the providers reap the benefits of these enhanced relationships
