Best practices of reps who sell IP products well

Infection Prevention Sales

Best practices of reps who sell IP products well.

Arguably one of the most dynamic product categories in healthcare distribution for the last three years has been

infection prevention. That trend doesn’t look like it will change anytime soon. COVID variants, monkeypox, and flu will continue to drive demand.

The infection prevention category itself is large and diverse, made up of products that when used can break the chain of infection or create a barrier to infection. So by definition, gloves, PPE, hand hygiene, environmental hygiene, surgical & skin preps, sterilization all roll up to create a very large and complex category.

You can take the complexity away and be a more consultative resource for your customers using the following best practices:

No. 1: Know Your Audience

There are many questions that come to mind that can help you understand the customer. ʯ What are they ordering? ʯ Are they ordering enough? ʯ Is it older technology that can be improved? For instance, are their nitrile gloves thinner and more comfortable to wear? Do they have a chemo claim? ʯ What type of surface wipes are they using? Do they have all the right kill claims? Are they the fastest kill times? Can you find a formulation that’s easier on their equipment? ʯ Is the hand sanitizer that they use formulated with at least 60% ethyl-alcohol? ʯ Are they compliant with

CDC recommendations? ʯ Is product visible throughout the facility and in all the high traffic areas? ʯ Is there someone on-hand that takes lead for infection prevention planning and training?

No. 2: Remember It’s Personal

Sometimes we forget about the customer experience. We think of these products as commodities – “a glove is a glove,” or “it’s just some off brand sanitizer to save money.” Remember, clinicians wear these gloves all day long. They understand quality, fit, and what makes them feel safe. They are washing or sanitizing their hands between patients. They are protecting themselves in the workplace. The better you make them feel about quality and safety, the higher their compliance of infection prevention products will be.

No. 3: Recommend Bundling Up

The IP category is so large and diverse that it’s beneficial to create formularies to help drive compliance and utilization of the right products. In most areas of the category there is a systematic approach. For instance, with environmental hygiene there is a need for products that clean and disinfect. With instrument sterilization there are indicators, instrument-care products, pre-cleaners, disinfectants, sterilants, and pouches/wraps. Make sure you have recommendations for products used in every step of the recommended guidelines used.

No. 4: It Takes a Village

There are so many resources around us to help educate. Reach out and utilize the knowledge from key suppliers in the industry. Recommended guidelines from the CDC have changed over the past few years. Your supplier will make sure you are up to date with regulatory and market trends. Make sure customers tap into one of their many continuing education programs that are offered. This is a value-add that helps elevate understanding and compliance. Visit CDC.gov, or APIC. org to stay current.

No. 5: Be an Advisor

Infection Prevention is a category where you can lean-in and be of real service. The pandemic has forced us to step up our game. This goes beyond just helping our industry – you will protect customers and their families.