Start with Empathy

February is the second month of the year, the month all about feelings and Valentine’s Day. When we think about feelings in February, we probably all go to love. While love is an amazing feeling, I’d rather talk about empathy this month. No, not empathy for TCU or my Crimson Tide (that arguably should have been in the playoffs), but empathy for the caregivers and the supply chain teams across the country.

Why do they deserve our empathy? Sitting in meeting after meeting, I’ve listened to countless healthcare workers and supply chain executives talk about the same challenges they are facing. These include:

1. Supply Assurance. Almost every supply chain leader in America lists backorders as their number one issue over the past 12 months and for the months to come. They know there isn’t an overnight solution, but they do expect timely, honest communication – even if it’s not good news. The big thing is that they know and can plan for their organization when backorders are coming.

2. Financial Issues. As all of you know, reimbursement continues to get cut while prices continue to rise. These two components working against the caregivers not only causes them incredible stress, but they also risk us losing their services all together. The ask I have heard from many of the speakers over the past few months is that their suppliers bring them ideas on ways to save money and generate revenue for their organizations.

3. Staffing Shortages. This is a key issue, and we are watching it unfold first hand in New York as caregivers go on strike. My guess is every one of your customers dealing with this issue would be open to any way you can help them alleviate it. They are looking for ideas to increase revenue while streamlining their operations so their patients don’t feel the pain of them being short staffed.

Sorry to be Debbie Downer during the month of love. It isn’t my intent to set us all on our heels thinking about these three big headwinds in the face of our country’s caregivers. Instead, my goal is to encourage you to talk with your accounts about these issues. Sit down with them and let them know you have empathy and want to be a partner to help solve their biggest problems.

Many of the manufacturers who advertise in this magazine have solutions to these three issues facing your customers. Therefore, I encourage you to challenge the manufacturers to help you help your customers. Talk with them and come up with solutions to these issues, and watch your business grow overnight.

It all starts with empathy and letting people know you are aware of the issues, and you want to help. You will be amazed at what this does for your relationship with them.

Dedicated to the industry, R. Scott Adams editorial staff editor

Mark Thill mthill@sharemovingmedia.com managing editor

Graham Garrison ggarrison@sharemovingmedia.com editor-in-chief, Dail-eNews

Pete Mercer pmercer@sharemovingmedia.com art director

Brent Cashman bcashman@sharemovingmedia.com circulation

Laura Gantert lgantert@sharemovingmedia.com sales executive

Amy Cochran acochran@sharemovingmedia.com (800) 536.5312 x5279 publisher Scott Adams sadams@sharemovingmedia.com (800) 536.5312 x5256 founder Brian Taylor btaylor@sharemovingmedia.com

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