I-Care Blog

The relationships you build with vendors are about more than buying products. Your vendors are partners in your success and provide valuable product information, sales skills, and support in various ways.   Ask Vendor Reps for Advice  Good vendors look at themselves as business consultants. Companies don’t need someone who just comes in and pushes the company line and only is there for a sale. Those are a waste of time. The vendors who learn about the practice and try to assist in areas beyond their company's products are truly special. Your reps should know what is going on in the immediate area with marketing, how business is going, and whether there are any marketing ideas they have seen in other practices that could help you. Manage Your Vendor Meetings Depending on which type of rep is coming in, determine who sees them in your practice. Frame reps should be seen by the office supervisor, who does the buying with the support of two opticians. Pharmaceutical reps generally will stop in unannounced and need a doctor's signature to leave samples. They will wait for a doctor to come out between patients and have them sign and we give them a couple of minutes to talk. If they want more doctor time, they need to schedule an appointment. Ask your vendors to be prepared to be brief and to the point. Contact lens reps will typically schedule time to sit down for more than two minutes. If they are coming in just to drop off information, they will speak with a contact lens tech. Other reps, such as for dry eye products and over-the-counter products, will speak with the office supervisor unless they have an appointment. Make Sure Your Vendor Reps Are Meeting Your Needs