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The 2000 Physician's Office World Class Sales Audit

Top Ranked Winners

OVERALL RANKINGS
Year
2000
Rank		 Year
1999
Rank		 Company
Name		 2000
Avg. Overall Sales Rating		 1999 Avg. Overall Sales Rating Market
Segment
 1 1 Estorge Surgical Supply  98.64     96.47    Local
 2  * Shenandoah  97.27      Local
 3  * Richmark Medical Supply  97.00      Local
 4  39** United Medical Supply  96.84  90.00  Regional
 5  * Hawkeye Medical/ McKesson HBOC  95.48      Local
 6  7 Medical Supply Co.  95.24  95.52   Local
 7  16 Kern Surgical Supply  95.00  94.00   Local
 7  28 Laboratory Supply  95.00  91.79  Specialty
 7  35 T-Plex Industries  95.00  91.00   Local
 10  27 ADCO Surgical Supply  94.44  91.90   Local
 11  19 Grogan's Healthcare Supply  94.21  92.86   Local
 12  5 Atlantic Healthcare/ McKessonHBOC  94.18  95.61  Regional
 13  45 Mohawk Hospital Equipment  94.00  89.44   Local
 14  26 Perigon Medical Distribution Corp.  93.60  92.02  Regional
 15  11 Delaware Valley Surgical Supply  93.44  94.75   Local
 16  25 Krasity's Medical & Surgical Supply  93.33  92.19   Local
 17  48 C & S Medical Supply  93.08  89.00   Local
 18  10 Luffey's Medical and Surgical Supply  93.00  95.45   Local
 18  12 Medico Mart  93.00  94.44   Local
 20  33 Bergen Brunswig Medical Corp.  92.79  91.23  National/ Regional
 21  13 Center Medical Supply  92.73  94.29  Local
 21  * Tarheel Physicians Supply  92.73     Local
 23  43 Midwest Medical Supply LLC  92.57  96.36  Local
 24  2 Martin Surgical Supply  92.50  96.36  Local
 25  29 PSS (Physician Sales & Service)  92.26  91.52  National
 26  31 Benson's Surgical Supply  92.06  91.43  Local
 27  * Saginaw Medical Service  92.00     Local
 28  30 McKessonHBOC Medical Group  91.93***  91.44  National
 29  *** Caligor (Henry Schein's Field Sales)  91.84     National
 30 22 Darby Drug  91.44  92.71   Direct Marketing
 31  9 Mid-Valley Surgical Supply  91.43  95.48  Local
 32  36 Henry Schein  91.26  90.89  Direct Marketing
 33  34 Moore Medical Supply  90.73  91.22  Direct Marketing
 34  39** Seneca Medical  90.71  90.00  Local
 35  32 Kreisers  90.65  91.38  Regional
 36  39** Besse Medical Supply  90.50  90.00  Direct Marketing
 37  23 GIV (Henry Schein's Specialty Sales)  90.48  92.31  Direct Marketing
 38  50 Medline Industries  89.85  87.92  National
 39  21 Shared Service Systems  89.63  92.73  Local
 40  54 Fisher Healthcare  89.06  86.19  Specialty
 41  53 Owens & Minor  88.69  86.31  National
 42  37 Midland Medical Supply  88.17  90.76  Regional
 43  44 The Burrows Company  86.83  89.46  Regional
 44 56 Allegiance Healthcare Corp.  85.07  80.75  National

 

OVERALL RANKINGS BY MARKET SEGMENT
 NATIONAL

 Year 2000 Rank

Year 1999 Rank

Company Name

2000 Avg.
Overall Sales Rating

  1999 Avg. Overall Sales Rating
20 33 Bergen Brunswig Medical Corp.** 92.79 91.23
25 29 PSS (Physician Sales & Service) 92.26 91.52
28 30 McKessonHBOC Medical Group 91.93* 91.44
29   Caligor 91.84  
38 50 Medline Industries 89.85 87.92
41 53 Owens & Minor 88.69 86.31
44 56 Allegiance Healthcare 85.07 80.75

REGIONAL

 Year 2000 Rank

 Year 1999 Rank

 Company Name

 2000 Avg.
Overall Sales Rating

 1999 Avg.
Overall Sales Rating
4 39 United Medical Supply 96.84 90
12 5 Atlantic Healthcare Products 94.18 95.61
14 26 Perigon Medical Distribution Corp. 93.6 92.02
35 32 Kreisers 90.65 91.38
42 37 Midland Medical Supply 88.17 90.76
43 44 The Burrows Company 86.83 89.46

LOCAL

Year 2000 Rank

Year 1999 Rank

  Company Name

2000 Avg.
Overall Sales Rating

 1999 Avg.
Overall Sales Rating
1 1 Estorge Surgical Supply 98.64 96.47
2   Shenandoah 97.27  
3    Richmark Medical Supply 97    
5     Hawkeye Medical Supply 95.48    
6 7 Medical Supply Co. 95.24 95.52
7 16 Kern Surgical Supply 95 94
7 35 T-Plex Industries 95 91
10 27 ADCO Surgical Supply 94.44 91.9
11 19 Grogan's Healthcare Supply 94.21 92.86
13 45 Mohawk Hospital Equipment 94 89.44
15 11 Delaware Valley Surgical Supply 93.44 94.75
16 25 Krasity's Medical & Surgical Supply 93.33 92.19
17 48 C & S Medical Supply, 93.08 89
18 10 Luffey's Medical and Surgical Supply 93 95.45
18 12 Medico Mart 93 94.44
21 13 Center Medical Supply 92.73 94.29
21     Tarheel Physicians Supply 92.73    
23 43 Midwest Medical Supply, LLC 92.57 89.68
24 2 Martin Surgical Supply 92.5 96.36
26 31 Benson's Surgical Supply 92.06 91.43
27     Saginaw Medical Service 92    
31 9 Mid-Valley Surgical Supply 91.43 95.48
34 39 Seneca Medical 90.71 90
39 21 Shared Service Systems 89.63 92.73
  

DIRECT MARKETING

Year 2000 Rank

Year 1999 Rank

  Company Name

2000 Avg.
Overall Sales Rating

 1999 Avg.
Overall Sales Rating
30 22 Darby Drug 91.44 92.71
32 36 Henry Schein 91.26 90.89
33 34 Moore Medical Supply 90.73 91.22
36 39 Besse Medical Supply 90.5 90
37 23 GIV 90.48 92.31
  

SPECIALTY

Year 2000 Rank

Year 1999 Rank

 Company Name

2000 Avg.
Overall Sales Rating

 1999 Avg.
Overall Sales Rating
7 28 Laboratory Supply 95 91.79
40 54 Fisher Healthcare 89.06 86.19

*Score includes Atlantic Healthcare and Hawkeye Medical (which are listed separately as well). Without Hawkeye and Atlantic, McKessonHBOC's sales score was 91.65.
**Classified as a national though they do not have a presence in certain U.S. regions.

 World Class Sales Award

Contents -
2000 Physicians Office World Class Sales:

Ordering Info
Face-To-Face Still Sells
Top Ranked Winners
Findings:
  Sales Skills
  Order Placement
  Rep Contact
Survey Methodology