In early February, Quest Diagnostics Senior Vice President and Chief Financial Officer Robert A. Hagemann announced at the 2008 Wachovia Healthcare Conference in Boston that the company’s sales force is recommitting itself to getting new business and selling additional services to existing clients after the distracting contracting disruptions in recent years. To compete with this renewed commitment, labs need to strengthen their own sales efforts. For strategies and advice on boosting a lab’s sales and marketing, LIR recently spoke to Peter Francis, who has over 33 years of experience working in sales in the clinical laboratory industry, including Quest and SmithKline Beecham Clinical Labs. He is now president of Clinical Laboratory Sales Training, LLC (Woodstock, MD), a training and consulting company that provides selling methodologies and background test information for sales reps who market lab services.

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March 2008 - Table of Contents

LIR March 2008 (full PDF issue)

More Labs Turn to Alternative Competitive Strategies as Contract Prices Decline

Quest Projects 9% Growth in 2008 Revenues, LabCorp Sees 13%

Physicians Name Insurance, Billing Woes as Top Nat’l Lab Complaints

Benchmarking the National Labs—Quest and LabCorp Post Gains in Revenue per FTE

As Managed Care Upheavals Subside, It’s Time for Labs to Strategize

San Diego Labs Hope for Injunction to Halt Comp Bidding Demo

Symbion Deal Consolidates Australia’s Pathology Market

As Quest Boosts Sales Efforts, Here’s How to Compete

Lab Index Down 7% Over 5 Wks; Quest Down 5%, LabCorp Up 8% in February

UnitedHealth in NY AG Cuomo’s Crosshairs for Reimbursement Fraud