PTS Pulse Q2 2022

pulse Q2

Healthcare conference

Oh, the places you’ll go… 2022 Spring Conferences

By Kelley McClain, Senior Marketing Manager and Jon Deal

To say that the PTS Diagnostics Domestic Marketing and Sales team have been here, there and a little bit everywhere is an understatement during most of Q2. However, this is a welcomed sign of the world transitioning back to a familiar sense of normalcy. One of the main business drivers our company focuses on is live, face-to-face meetings. These events span national medical professional association meetings and national distributor sales meetings throughout the year with the purpose to engage and interact with customers. To learn more about the roadshow the PTS team has been on, read below!

American Pharmacists Association March 18-21 || San Antonio, TX

Our “Why?”:

  • Pharmacists utilize our products to bring business into their stores in addition to helping patients. They provide valuable health services, such as testing for cholesterol and A1C, outside of the traditional healthcare setting and closer to the patients.
  • Traditionally, this business has been mostly done on a cash basis, but legislation is opening pharmacists’ services for reimbursement as well.
  • Pharmacists have an excellent opportunity to further evolve their role via point-of-care testing (POCT), especially considering the pressure that COVID-19 has placed on the health care system. Proper training, certification, and advances in testing technology enable POCT to occur in any setting.
  • Pharmacists using collaborative practice agreements based upon CLIA-POCT results have shown to provide efficacious and safe disease management. To get started, the pharmacy must enroll as a CLIA-waived testing site through the Centers for Medicare & Medicaid Services (CMS). The CMS 11612 form is an application that is mailed to the pharmacy’s state agency.
  • The pharmacy continues to be an ideal place for health care advice, and pharmacists will continue to be sought out for recommendations of OTC treatments.
  • The role of the pharmacist is evolving in patient care and using CLIA-waived tests in the community pharmacy setting is an opportunity to advance the profession and aid in disease management during COVID-19.

American College of Cardiology April 2-4 || Washington, DC

Our “Why?”:

  • PTS Products are perfectly suited for in-office testing during visits for a wide range of medical specialties that include but are not limited to Family Practitioners, General Practitioners, Pediatricians, and Cardiologists.
  • Cardiologists have shown strong interest in the CardioChek products as they can quickly get a baseline for patients that may not have been to their regular physician in a while for annual exams. Other patients simply forget to bring their numbers to their appointments or don’t know how to access their results via online hospital portals, etc.
  • About 1 in 5 adolescents have an unhealthy cholesterol reading, and nearly 93 million U.S. adults aged 20 or older have high cholesterol. But since high cholesterol doesn’t have symptoms, many people don’t know their levels are high.
  • When cholesterol testing should be done:
    • Every 5 years for people aged 20 or older who are at low risk for cardiovascular disease.
    • More frequently than every 5 years for people with cardiovascular disease risk factors.
  • Point of care testing for cholesterol, related lipids, and blood glucose can serve as a diagnostic tool that provides information for immediate risk assessment and therapeutic monitoring of heart disease and diabetes.
  • Healthcare providers use lipid panels for both children and adults to evaluate the risk of cardiovascular diseases like heart disease, heart attack (myocardial infarction), and stroke.
  • Who Benefits?
    • Patients requiring primary prevention of cardiovascular disease.
    • Management of patients with pre-existing cardiovascular disease.
    • Patients with a history of familial hypercholesterolemia.
    • Children can also have high cholesterol, which may require a lipid panel blood test.
  • Reasons a provider may order a lipid panel include:
    • As a routine test to determine if the cholesterol level is normal or falls into a borderline-, intermediate- or high-risk category.
    • To monitor the cholesterol level if you had abnormal results on a previous test or other risk factors for heart disease.
    • To monitor the body’s response to treatment, such as cholesterol medications or lifestyle changes.
    • To help diagnose other medical conditions, such as liver disease.

Henry Schein National Sales Meeting March 22 || Virtual Meeting

Our “Why?”:

  • Henry Schein is one of our main national distribution partners
  • PTS provides Henry Schein branded CardioChek Plus analyzers and private labeled Lipid+eGLU Smart Bundle test strips.
  • This year was a virtual meeting format due to covid concerns.
  • The virtual format consisted of 12, 10-minute sessions with different Henry Schein teams rotating through, mostly grouped by geography.
  • The virtual meeting was beneficial, but all will be looking to get back to in-person meetings.
  • As our national distributors carry thousands of products, it is important to have dedicated time to connect with their sales teams and keep our products top of mind.
  • This includes product details and benefits, key features to promote, how to handle any objections, and how we compare to the competition.
  • As Covid has started to diminish in many parts of the country, our national distribution partners are looking to revitalize revenue streams beyond covid testing and vaccinations.
  • Henry Schein recognizes the value of our products as they promote the Henry Schein branded PTS Diagnostics product line; it is important to continue to work with their sales teams as there are many products fighting for their attention to present to end-users.

NDC (National Distribution & Contracting) April 11-13 || Nashville, TN (Corporate Office Location)

Our “Why?”:

  • Even though NDC is a national distribution partner of PTS Diagnostics, it consists of hundreds of small, independent health care distributors that utilize NDC’s membership to help provide efficiencies and support.This includes group buying power, distribution and logistics, contracts & rebates, and promotions & incentives.
  • From a manufacturing perspective, NDC partners with over 700+ manufacturers including PTS Diagnostics to save both time and money through their custom supply chain solutions that maximize efficiencies for distribution members.
  • This year’s event was held at the Gaylord Opryland Hotel in Nashville, TN.
  • The annual conference is always held in Nashville where the corporate offices are located.
  • Not all NDC distributors specialize and call on the same customer base. Some may specialize in lab equipment while others may focus on consumables for example.
  • This year’s conference was in a roundtable format as opposed to a traditional trade-show concept.
  • Attendees were able to pre-schedule personal, dedicated one-to-one meetings with us at the show.
  • PTS met with several distributors that were looking for new opportunities to carry our products, further expanding our presence in the market.

McKesson National Sales Meeting May 17-19 || Las Vegas, Nevada

Our “Why?”:

  • As of 2021, McKesson is the 7th largest US corporation in the Fortune 500.
  • McKesson works with biopharma companies, care providers, pharmacies, manufacturers, governments, and others to deliver insights, products, and services.
  • McKesson is another national distribution partner of PTS Diagnostics that we have worked with for years.
  • Due to Covid, this was the first time to reconnect in person with their sales team and management in a few years on a large scale.
  • The PTS booth had hundreds of interested sales and marketing team members visit the booth and had just under 100 individuals looking for more information and interested in a follow-up conversation with a PTS sales team member.
  • Like Henry Schein, McKesson sales members and management are eager to find additional revenue paths post-Covid and see PTS Diagnostics’ products as a potential solution.

IMCO (Independent Medical Distributors) June 12-15 || Lake Buena Vista, FL

Our “Why?”:

  • IMCO is like NDC in that it is made up of independent distribution members.
  • PTS exhibited to the nearly 200 member distributors representing veterinary, dental, home health, acute care, etc.
  • PTS visited with familiar faces and continued to promote our CardioChek and A1C product lines.

Customer Corner: All About Corporate Accounts

Thanks to the amazing versatility of our products, we get to interact with many different types of healthcare customers. But, if you’re new to the organization, understanding the who, what, when and why of our diverse array of clients can be overwhelming. That’s why we asked Bridget Melland and Don Bellissimo, both directors of corporate accounts, to answer a few questions about their clients.
Employee helping customer

1. What are corporate accounts?

Corporate accounts are made up of high-volume end-user clients who have a nation-wide footprint. They include major retail pharmacy chains, major grocery store chains, home health, and wellness screening customers. All operate under CLIA licenses to meet regulatory requirements which vary state by state, and in some cases, even county by county!

2. How are corporate accounts different from distributor accounts?

Here at PTS Diagnostics, we specialize in manufacturing products. Distributors typically specialize in shipping a manufacturer’s products to end users—physician’s offices, home health agencies, etc.

Our corporate clients are end users, but they are unique in the scope of their business and the volume of product that they need. For example, one of our retail pharmacy partners has 4,300 locations across the United States! So, we work closely with each corporate client and and their preferred distribution partner to help facilitate a cohesive plan and ongoing dialogue between all three companies. Together, the group works through contract negotiations, product forecasting, regulatory support needs, technical support needs, clinical support needs, and product training.

3. What are some things that corporate customers value about our products and services?

Many of our corporate customers rely on our products as an integral part of their business. They value our products ease of use, accuracy, speed, and supply availability. But perhaps what they value most is our all-hands-on-deck approach to customer service which drives true partnership.

The little things make a big difference: understanding their forecast, responding to their requests and questions very quickly, having enough flexibility to customize a solution based on their business model, and having the right product ready for them at the right time.

All corporate accounts are VIPs due to their overall impact on revenue, and due to their ability to offer the valuable services our products help provide to large numbers of patients. Continuing to build their trust in us is critical. It helps us navigate occasional challenges— like product availability or product performance concerns—more smoothly. Because they know us to be reliable and accommodating, they are more willing to work with us to seek mutually beneficial resolutions.

4. Have corporate customers’ needs and expectations changed in the wake of COVID-19?

There is now an increased focus on home- and self- testing. The general population of consumers are now more comfortable with performing medical tests in their home.

Insurance providers (a.k.a. payors) have increased their focus on closing gaps in care and are seeking alternative lab testing solutions since their members have gotten out of the habit of going to routine wellness appointments.

Our biometric screening clients are seeking home testing solutions due to the impact of on-site employer testing.

Working from home is now more broadly accepted by some companies and employees. That means that employers need help from screening clients in offering remote biometric screening options for off-site employees.

From a production standpoint, most customers have stopped ordering large quantities of product months in advance, opting to order a few days or weeks before the event, thanks to the unpredictability of event cancellations due to COVID outbreaks. This has an impact on our forecasting and production schedules.

5. Is PTS well-positioned to meet new needs and expectations?

We have been partnering with other companies to help meet our corporate clients need to provide more at-home testing. Currently, most at-home tests include dry blood card testing, which have some drawbacks for our clients in terms of timing, logistics, and patient adherence. By partnering with companies like Reperio, which provide robust home-testing kits, we will be able help our clients overcome challenges with blood cards by replacing them with PTS Panels test strips!

We have also been able to take feedback from Corporate Accounts and customize our products; CardioChek Plus v1.12 is a direct result of feedback we received from our top biometric screening partner.

We are also working on ways to improve our forecasting so we can be ready to accommodate just-in-time orders from our corporate clients. Making sure we have product readily available when customers order will continue to be a priority.

It takes a village to secure, maintain, successfully partner with corporate accounts. And thanks to the all-hands-on-deck approach of the entire PTS team, we are the number 1 point-of-care testing partner for mass retailers, food chains, and biometric screening organizations in the U.S. With a team as talented and dedicated as ours, we’re sure to continue building our relationships with corporate accounts for years to come.

Product Highlight

CCPlus product highlights

PTS Employee Spotlights

Janice Keeney
Regulatory Affairs Specialist I

Janice Keeny

When did you join PTS?

Name three hashtags that describe you.
#Crafty #GetThingsDone #Nice

Favorite place to “get away.”

Best part about your job at PTS?
I love what I do in Regulatory, especially reading and interpreting regulations to help stay in compliance.

Secret Talent?
I can sing. Was a singer in my church Praise and Worship team.

Favorite part about working at PTS?
Helping to get a product in the market to help monitor various conditions including diabetes, which is a personal issue for me.

One thing you can’t resist?
Board games and Disney (which mostly get combined as well)

Best advice you have ever been given?
Always be ready to help wherever needed and focus on completing your work

Scott Lee
Associate Graphic Designer

Scott Lee

When did you join PTS?
February 2018

Name three hashtags that describe you.
#BBQFoody #Nostalgic #Love4Music

Favorite place to “get away”.
Surrounded by trees. A stream makes it all the better.

Best part about your job at PTS?
The variety each day presents.

Secret Talent?
I was mentored to be an airbrush artist early in my career.

Favorite part about working at PTS?
The good-hearted peeps.

One thing you can’t resist?
The sound of a drumline. I will veer to find them.

Best advice you have ever been given?
We are blessed, so that we may be a blessing.

Heidi Strunk
Sr. Director, Quality & Regulatory Affairs

When did you join PTS?
April 2015

Name three hashtags that describe you.
#NotShy #LightHearted #DoingMyOwnThing

Favorite place to “get away.”
Anywhere with trees and my favorite people.

Best part about your job at PTS?
My team is amazing!  They are talented and dedicated, and a whole lot of fun!

Secret Talent?
I spot patterns easily. I frequently find four-leaf clovers just as I walk along in the yard. They just “look” different, and it is like they are floating above the normal ones. If something like an earring is lost, I am the one that finds it.   

Favorite part about working at PTS?
The people

One thing you can’t resist?
A good slice of homemade pie.

Best advice you have ever been given?
The best advice I ever received was from my mom – “Don’t forget where you came from.”

Bridget Melland
Sr. Director, Corporate Accounts

Bridget Melland

When did you join PTS?
January 2018

Name three hashtags that describe you.
#Meticulous #Outgoing #MamaOfTeens

Favorite place to “get away.”
Anywhere surrounded by family/friends, cold drinks & live music…disconnected from technology.

Best part about your job at PTS?
Getting to work with all business units at PTS; driving corporate account solutions takes an agile village.

Secret Talent?
Interior Decorating.

Favorite part about working at PTS?
I take pride in driving collaborative solutions and a positive PTS Diagnostics brand experience for some of our largest clients. Creating a win-win is motivating!

One thing you can’t resist?

Best advice you have ever been given?
Always, always, always be overprepared. Make every client feel like they are your only priority. People won’t remember exactly what you said but they will remember how you made them feel.

Quarterly Question

“What was your FIRST concert,
and what was your BEST concert?”

First: 1983 after a Pacers/Bullets game – The Beach Boys. Best: Early 2006 – Roger Waters, Dark Side of the Moon.

Jason Morrison, Finance & IT

First: Tool – 10,000 days.
Best: Tool – Fear Inocculum.

Larry Smith, Operations

First: Teenage Mutant Ninja Turtles: Coming Out of Their Shells Tour: Market Square Arena 1991. Last: Silversun Pickups: Cincinnati maybe 2009?

Sean Beach, Customer Service

First: Van Halen with David Lee Roth, in 1984. Best: Styx, Foo Fighters, Elton John in Las Vegas.

Gary Johnson, Sales

First: Genesis, “Mama” tour. I won tickets on the radio. (Everything about this answer dates me) Best: Any of the U2 shows I’ve been to. Either the Joshua Tree tour or the Vertigo tour (where we got right next to the stage).

Issa Emeish, Finance & IT

First: Jesse McCartney. Best: Luke Bryan and Florida Georgia Line! VIP in college!

Brittany Dobson, Quality & Regulatory

First: Beach Boys, 1983.
Best: Van Halen, 1983.

Don Bellissimo, Sales

First: Beach Boys after a Baltimore Orioles baseball game when I was just a little kid. Best: Taylor Swift at Gillette Stadium.

David Brandt, Sales

First: Van Halen, 1980, Cow Palace in San Francisco. Best: Coldplay in Santa Clara.

Jennifer Cua, Operations

First: Cheetah Girls.
Best: Maroon 5.

Adrianna Masterson, Global Product Development

First: Jerry Reed.
Best: Garth Brooks.

Cameron Dobson, Marketing

First: The Monkees.
Best: The Who.

Carolyn Schmitt, Quality & Regulatory

First: Chubby Checker, Bay City, MI, 1991. Best: I’m going to have to cheat a bit and split it up a few different ways…it’s so hard to choose an absolute best: Best for talent, sound, and production: Paul McCartney, Lollapalooza 2015. Most fun: In the pit while Rob Zombie performed White Zombie’s “Astro-Creep: 2000” album in full at Riot Fest 2016. Best for humblebragging: James Brown at Woodstock ’99 (it was pretty amazing).

Joel Kerbleski, Quality & Regulatory

First: NKOTB, Louisville, 1990-ish. Donnie was the best new kid. Don’t @ me. Best: I can’t really choose a “”best.”” Too many good memories. Instead, I will choose one that I fangirled out over almost as much as NKOTB– Elvis Costello and the Imposters, Indianapolis, 2002-ish. (Again, don’t @ me)

Andrea Sauceda, Marketing

First: B96 Summer Bash in Chicago – (N’Sync and Ricky Martin were the headliners lol!). Best: Green Day at the Aragon Ballroom in Chicago (we stood in the balcony so we didn’t get crushed in the mosh pit below!)

Kelley McClain, Marketing

First: Kelly Clarkson (I saw her while I was still in college. I would have loved to have seen NKOB when I was younger though!) Best: It’s a toss-up for best concert overall, which for me is between Kelly Clarkson and John Mayer.

Latasha Little, Marketing

First: Styx with special guest Billy Squier. Best: Pink Floyd – Momentary Lapse of Reason Tour.

Cliffe Allen, Sales

First: Peter Frampton. Best: Tie between Maroon 5 and Lady Gaga.

Laurie Gutzwiller, Marketing

First: Cheap Trick.
Best: Tie between Eagles & Moody Blues.

Ann Fausset, Operations

First: Elton John.
Best: Eric Clapton.

Gretchen Robertson, Sales

First: Chicago.
Best: Lenny Kravitz.

Michelle Deal, Quality & Regulatory

First: Ratt and Poison in the early 90s. Best: It’s impossible to say what the best concert was. I have been to hundreds of shows and all have brought me happiness, excitement, sadness, and tears (in a good way!).

Amy Howell, Customer Service

First: Three Dog Night.
Best: Above & Beyond Acoustic.

Kyle Nelson, Marketing

When I was in grade school and my Dad took his 4 oldest children to see the Beatles.

Margo Enright, Quality & Regulatory

First: KISS.
Best: Bruno Mars!

Erika Peltz, Shipping & Receiving

I wasn’t allowed to go to concerts as a teenager! LOL! As an adult, I loved the Paul McCartney concert and the Eagles (before Glenn Fry died).

Beth Russell, Sales

First: Kansas.
Best: Car Seat Headrest.

George Spoerl, Operations

First: My first concert was at Market Square Arena and I saw Leif Garrett. (I know…. Who is Leif Garrett!?)
Best: I worked at Universal Music Group for 27 years and I’ve seen many concerts and met many artists! By far, my favorite concert was sitting in the Universal Music Group Boardroom in Santa Monica, CA listening to Sting sing live to us!

Amy Kersey, Finance & IT

First: Saw The Who and Kansas in Boston’s government center. Best: Best concert or most memorable anyway was Puscifer in Indy. It definitely was unique.

James Willis, Operations

First: Frank Zappa (Philadelphia Spectrum) 1978 (I was 3). Best: Too hard to say (I’ve seen a lot; I was in the Rock N’ roll business for a long time.) 3 that come to mind: ZZ Top Eliminator Tour- Worcester Centrum-1983 (super-hot set, had an amazing laser light show, before they were outlawed for putting people’s eyes out) OR South Side Johnny and the Asbury Jukes from backstage at the Living Room in Providence RI- 1986 (maybe the world’s greatest party band) OR Styx, REO Speedwagon and Ted Nugent- Gilford NH (the crowd was the worth the price of admission alone)- 2015.

Ken Kimker, Sales

Class of 2022 Photos / Life Events

Class of 2022
  1. I really enjoyed reading about everyone! I especially liked the format the Pulse was sent in this quarter…easy to read!

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