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Rehab sales: Identify your customer

January 25, 2018Bill Noelting

A. The past several years have seen the rehab industry shift and change due to, among other things, provider and supplier consolidation. Along with this consolidation comes an institutional focus on margin that places a relatively new pressure on individual ATPs.ATPs typically do not consider themselves, first and foremost, to be salespeople, nor do most relate nor care to understand the business jargon commonly thrown about by business managers. They are rehab professionals who have dedicated their...

Bill Noelting, Noelting Creative Products, Rehab products