Q3 Playbook
One A Day with Med-Surg Supplies
Typical Product Spend
% of Total Sales % of Total GP$
7% 6%
14% Med-Surg Med-Surg
RX 14% RX
LAB LAB
Equipment Equipment
22% 19% 61%
57%
It’s What We Do and It’s What Our Customers Need Every Day “We know a lot about
Medical-surgical sales account for nearly 60% of our overall business, and we know these the $2,500 a month
products play an important role in customer satisfaction. We have a wide range of high- they are buying from
quality medical-surgical products at very competitive prices. us, but we don’t always
know a lot about the
$1,000 they are buying
This quarter focuses on growing your medical-surgical sales — our highest margin product
from the competition”
category — with existing customers. Medical-surgical supplies are the cornerstone of
McKesson Medical-Surgical’s business. - Anonymous Account
Manager
But unlike Rx, equipment and lab products, it takes more than one sale or one item to
make a great impact and push you to the next level with your medical-surgical business.
Success with medical-surgical products is built one product at a time, one call and one
customer at a time.
Find and Close the Gaps! Keep the Competition Out.
Be the primary distributor for your customers. This quarter, focus on ONE A DAY
– Look carefully at ONE ACCOUNT A DAY and ask yourself these key questions
about that ONE ACCOUNT:
• What is the customer not buying? Identify the gaps.
W
• hat are you not providing to the customer? Sell the McKesson Value Proposition
instead of “buying” customers.
We have the tools that make the ONE A DAY inspection and discovery easy. You’ll Look for the Gap Tool
be surprised at what you might be missing! on your STAT.
Growing Medical-Surgical Sales with McKesson Brand
Leverage McKesson Brand to grow (not convert) your medical-surgical supplies and you
get the double hit of increasing your compensation and achieving two of your MPower
Performance 12 goals. Offer choices to your customers to suit their product needs and
preferences: National Brand or McKesson Brand?
90% of your Leverage your McKesson Brand quality advantage! Research confirms that customers prefer
McKesson Brand McKesson Brand products over the competition.
business is in medical-
surgical supplies. Physician Office Company Ratings
Surgery Center Company Ratings
Money-Back Guarantee:
We offer a money-back guarantee on McKesson Brand products to help make our
customers’ trials of these products a no-risk proposition.
Always Available:
Our fill rate is now averaging 99%+ each month.
Conversation Starters:
McKesson Brand provides quarterly customer promotions as “conversation starters” to use
as door openers.
McKesson Preferred Rewards Rebates:
All McKesson Brand items qualify for McKesson Preferred Rewards rebates, and special
quarterly bonus rebates are offered periodically as well.
Sales Support Team:
We’ve added this team to help manage the “back office” so Account Managers can focus
on better serving their customers and expanding their customer base.
MAKE MORE MONEY WITH MCKESSON BRAND!
Under the new compensation plan, driving McKesson Brand can help you meet and exceed
your goals – and make more than ever.
MAKE MORE MONEY WITH MCKESSON BRAND! — The new compensation plan gives
Commission Reps the opportunity to make more than ever by driving McKesson Brand
sales. For Base+Commission Reps, the higher GP%’s and $’s of McKesson Brand sales can
help you meet/exceed your goals.
Medical-Surgical + McKesson Brand = MPower Performance 12 Success
Don’t forget that medical-surgical product sales growth is a key initiative for the year and a
focus goal of MPower Performance 12. Selling more medical-surgical products will help you
achieve your MP12 goals and can improve your position in the Peer Ranking.
GOAL TIER 1 QTR POINTS TIER 2 QTR POINTS
Base RX GP$ Growth over Prior Year 14-45% 50 Points 46% + 125 Points
Lab Credits per Quarter 1-3 credits 50 Points 4+ credits 125 Points
McKesson Brand Sales Growth over Prior Year 10-45% 50 Points 46% + 125 Points
Med-Surg Sales Growth over Prior Year 6-45% 50 Points 46% + 125 Points
Don’t Forget, Equipment Sales Peak in Q3 Each Year
This time of year also presents a great opportunity to help your customers find the
equipment that meets their needs. In the Equipment Circular, you will find great deals
and information to sell equipment and help customers meet their capital budget plans.
Remember to “Just Ask” each of your customers about upgrades to meet EHR connectivity
requirements, replace old equipment, or capitalize on the year-end Section 179 tax savings.
Commit to helping your customers achieve a higher level of performance in their practice!
Learn more about the specialties highlighted in the gap tool in the following pages.
Community 5 things every Account Manager should know about Community Health Clinics:
Health Rene Favela
4 years with McKesson
Clinics Los Angeles, California
1. Know all levels of staff… If you don’t know these people your competition will.
2. Don’t hesitate to talk about lab with CHC’s.
3. Ask about Rx! They are probably on 340b.
4. Recommend Scan Manager and get involved in office set-ups whenever possible.
5. EMR is a huge opportunity for McKesson with CHC’s.
Tom Cook
18 years with McKesson
Lake Mary, Florida
T
1. hey are multispecialty clinics that usually will include FP, IM, OB/GYN, pediatrics, sometimes even urgent
care and most recently podiatry.
2. Most of these clinics will have an in-house lab either doing waived testing or a moderately complex lab doing
hematology and sometimes chemistry testing.
3. These clinics may belong to a buying Co-op and McKesson has exclusive contracts using FLEX pricing we can
offer them.
M
4. any of these clinics also have a full in-house pharmacy that may or may not be buying from McKesson Pharma.
5. Most of these clinics nationwide work off of a sliding scale of reimbursement from the government for each patient.
Probing Questions Account Managers should ask a Community Health Clinic:
• Are you shopping for EMR? How far along in the process are you?
• What specialties do you have in your clinic?
• Do you have an in-house lab and if so what tests are you currently performing?
• Are you part of any buying groups or GPOs at this time?
• Is your pharmacy buying from McKesson Pharma?
• Are you currently accessing 340b Rx pricing for your clinic?
H
• ave you been awarded any of the Government stimulus dollars and if so are there any plans for equipment
upgrades or facility expansion?
• When do you need to use up the stimulus dollars?
M
• ay I perform a competitive analysis on the products you are purchasing and hopefully show you an
overall savings?
Typical Product Spend
CHC
Laboratory
Pharmaceuticals/Commodities
18% Diagnostic Equipment/Accessor
Needles/Syringes/Pressure Monitors
23% Gloves
3% Medical Equip & Furniture
4% Flu
4% Instruments & Surgical
11% Woven/Non-Woven
5% Diabetic Supplies
Other Med Surg Supplies
7% 11%
7% 7%
Urgent 5 things every Account Manager should know about Urgent Care Practices:
Care Andy Kinton
8 years with McKesson
Rochester, New York
1. Liquid adhesives are a great door opener.
2. Talk about lab testing — both rapid testing and big box chemistry analyzers.
3. McKesson can help with supplies for customers who have X-ray on site or off site.
4. Talk about Rx products such as tetanus, Tdap, PPD, ceftriaxone, Solu-Medrol® and McKesson OTC’s.
5. Talk about Orthopedic goods such as splinting material and soft goods.
Jason Loyd
6 years with McKesson
Tempe, Arizona
1. Find out how their contracts with insurance companies are written.
2. Most Urgent Care clinics have multiple locations and are actively looking to expand.
3. Find out what their CLIA classification is and what testing they do and don’t do.
4. Urgent Care clinics don’t typically want to see the patient back and will treat and refer to a primary care provider.
5. Urgent Care clinics are usually interested in our technology solutions.
Probing Questions Account Managers should ask an Urgent Care Practice:
• What are the services they provide?
• Do they provide additional services outside of urgent care?
• Do you participate in site visits to area employers?
• Do they have X-ray on-site?
• Any plans for expansion?
• Any plans to open more locations?
• Do you have a lab on-site?
• What tests are being run in-house?
• What type of lab tests are often sent out?
TYPICAL PRODUCT SPEND
URGENT CARE
Laboratory
Pharmaceuticals/Commodities
19%
Orthopedic
26% Diagnostic Equipment / Accessor
Wound Closure
3% Flu
3% Medical Equip & Furniture
3% Gloves
IV / Chemo
4%
General Wound Care
4% 21% Other Med Surg Supplies
5%
5% 7%
Family 5 things every Account Manager should know about Family Practice:
Practice Chris Walter
5 years with McKesson
Pensacola, Florida
K
1. eep it fun with products that are easy for them to say “Yes” to such as cartoon Bandaids, character table
paper, etc.
2. Ask about rapid testing such as strep, mono and RSV.
3. Great opportunity for CBC testing.
G
4. et in and get out with something worthwhile to say or show…ear piercers, Histofreeze, McKesson safety
syringes, etc…
5. Pre-book MedImmune Flumist®.
Paul Lilly
5 years with McKesson
Birmingham, Alabama
1. Family Practice offices generally see a very wide range of patients and offer various levels of care.
2. These offices give you the potential to sell a wide range of products.
3. FP customers are seeking ways to provide actionable care to their patients.
4. They are always looking for new opportunities to increase their revenue.
5. Family Practice offices are facing challenges with the declining number of primary care providers and the aging
‘baby boomers’.
Probing Questions Account Managers should ask a Family Practice:
• What forms of diagnostic care are you providing current patients on-site?
• Have you considered adding to the menu of services you provide your patients?
• Are you considering any capital purchases for the offices?
• Which injectables are you offering your patients?
• Are you offering any particular vaccines for your patients?
TYPICAL PRODUCT SPEND TYPICAL PRODUCT SPEND
FAMILY PRACTICE INTERNAL MEDICINE
Laboratory Laboratory
17% Pharmaceuticals/Commodities 14% Pharmaceuticals/Commodities
19%
25% Diagnostic Equipment/Accessor Flu
Flu 3% 25%
26% Diagnostic Equipment / Accessories
2% Needles/Syringes/Pressure Monitors 3% Needles / Syringes / Pressure Monitors
3% Medical Equip & Furniture 3%
3% Medical Equip & Furniture
3% Gloves 3% IV/Chemo
4%
4% Woven/Non-Woven 3% Woven/Non-Woven
Instruments & Surgical 4%
4% Gloves
5% 18% Orthopedic Electrodes/Supplies
Other Med Surg Supplies 5%
4% 22%
21% Other Med Surg Supplies
7% 7%
5%
8% 8% 5% 10%
7%
TYPICAL PRODUCT SPEND
GENERAL PRACTICE
Laboratory
Pharmaceuticals/Commodities
20% 22% Flu
Diagnostic Equipment / Accesories
Needles/Syringes/Pressure Monitors
2% Medical Equip & Furniture
3% Gloves
4% Woven/Non-Woven
Instruments & Surgical
4% IV/Chemo
5% 6% 20% Other Med Surg Supplies
7% 7%
OBGYN 5 things every Account Manager should know about OBGYN Practices:
Cheryl Carmen-Fischer
22 years with McKesson
Portland, Oregon
1. More and more OBGYN Accounts are managing bariatric patients.
2. Many accounts are not yet accessing an Rx GPO contract.
3. In-office laboratory testing is gaining much more interest for every size of OBGYN practice.
4. Women’s healthcare offices are considering adding the Essure® birth control procedure to be done in-house.
5. As the baby boomers age the need for GYN services outside of OB is on the rise.
Jason Goldman
7 years with McKesson
Phoenix, Arizona
1. OBGYN offices use a lot of our bread-and-butter medical surgical supplies.
2. There is a growing market for in-office procedures such as oblation and Essure.
3. There is a huge McKesson brand opportunity — 75 % of items can be private label.
4. Good lab accounts with products such as BD Affirm™ and IFOBT.
5. Easy Rx account with HyperrhoTM.
Probing Questions Account Managers should ask an OBGYN Practice:
• What procedures do you currently perform?
• Would you be interested in reducing your cost and managing your spend?
• Are you considering the Essure procedure?
• Are your physicians currently running microscopy wet mounts?
• Have you recently reviewed current costs for your Rx products?
TYPICAL PRODUCT SPEND
OBGYN BY CATEGORY
Laboratory
Pharmaceuticals/Commodities
20%
Woven/Non-Woven
21% Gloves
Diagnostic Equipment / Accessories
3% Medical Equip & Furniture
3% Instruments & Surgical
Instr Decon/Sterilization
5% Needles / Syringes / Pressure Mon
Other Med Surg Supplies
5% 19%
6%
9% 9%
Pain 5 things every Account Manager should know about Pain Management Practices:
Management Mark Holmes
7 years with McKesson
Lawton, Michigan
1. Know the flow of a pain center; triage, vitals, drug testing, prep, procedure, recovery.
2. Know what kind of product and opportunities exist in each phase of a practice’s flow.
3. Know how to access contracts for needles, contrast media, CII meds, etc.
W
4. e are the perfect solution for “one stop.” (Med-surg., Rx, RF Generator supplies, monitors, C-Arms, etc.)
5. Weekly backorder management is crucial. Certain backorders can halt their operation.
Todd Kozak
15 years with McKesson
Farmington, Connecticut
1. Procedures are moving out of surgery centers and hospital markets, providing great opportunities for new office
set-ups.
2. Existing neurology and anesthesia accounts are good target accounts.
3. Great sales opportunity – a one-doctor practice can spend as much as $5,000 a month on supplies.
4. Partner with key manufacturer reps such as KC/Ballard.
5. You can win big with contrast media, especially Omnipaque™.
Probing Questions Account Managers should ask a Pain Management Practice:
• What procedures are you doing?
• What brand needle does the Doc prefer?
• Are you using a custom tray?
• How many suppliers do you have?
• Would a report of your supply spend be helpful (Business Review)?
• Have you investigated all of your generic options?
• Are you using Omnipaque for your contrast media needs?
• Are you planning on doing any RF (Radio Frequency) procedures?
Medical-Surgical McKesson Medi-PakTM Performance Safety Needles &
Syringes Promotion*
October 3, 2011 – January 1, 2012
BDTM Next Generation Patient/ C
Audience: USTOMERS, Account, and Sales Managers
Exam Room Sharps Collectors Promotion M
Product: cKesson Medi-PakTM Performance Flu-Related
October 3, 2011 – January 1, 2012 Safety Needles and Syringes
Audience: CUSTOMERS Offer: C
ustomers who buy 3 boxes of flu-related
B
Product: DTM 5.4-quart Next Generation Patient/Exam safety needles or syringes will receive a box of
Room Sharps Collectors, Red or Clear safety needles free. The free product will be
Offer: ustomers who purchase 3 sharps collectors will
C 25 G. x 5/8” needles if customer purchases
receive 1 of the same kind free, a 25% savings. those needles during the promotion period.
Item#: 367439, 371481 Otherwise, customer will receive a different
box of needles that was purchased during the
McKesson Medi-LabTM Performance Infectious promotion period. Account and Sales Managers
Mononucleosis Test Promotion can earn rewards for increasing sales of these
October 3, 2011 – January 1, 2012 products over a baseline period.
Audience: CUSTOMERS Item#: See www.mckmpower.com for all items.
M
Product: cKesson Medi-LabTM Performance Infectious
Mononucleosis Test, 25 tests/box McKesson Medi-PakTM
Offer: C
ustomers can purchase 25 tests for the price of Performance Underpads Promotion
20, a 20% savings. October 3, 2011 – January 1, 2012
Item#: 776081 Audience: CUSTOMERS
M
Product: cKesson Medi-PakTM Performance Underpads,
McKesson Medi-LabTM Performance Strep A Test 17” x 24”, 300/case
Audience: CUSTOMERS, Account, and Sales Managers Offer: C
ustomers can purchase 300 underpads for the
M
Product: cKesson Medi-LabTM Performance Strep A Test price of 240, a 20% savings.
Kit, 50 tests/box Item#: 776080
Offer: A
rapid, CLIA-waived qualitative test for the
detection of group A streptococcal antigen McKesson TACTILE PLUSTM
directly from throat swabs. Dipstick and twist Nitrile Exam Gloves Promotion
cassette versions available. October 3, 2011 – January 1, 2012
Item#: 570443, 747330 Audience: CUSTOMERS
M
Product: cKesson TACTILE PLUSTM Powder-Free Nitrile
McKesson Medi-PakTM Exam Gloves, 150/box
Performance Drape/Exam Sheet Promotion Offer: C
ustomers who purchase 9 boxes of gloves will
October 3, 2011 – January 1, 2012 receive 1 box free, a 10% savings.
Audience: CUSTOMERS Item#: 741723, 741724, 741725, 741726
Product: cKesson Medi-PakTM Performance Physical
M
Exam Drape, 40” x 48”, 100 drapes/case Medical Action Custom Procedure Trays
Offer: ustomers can purchase 100 drapes for the
C Audience: CUSTOMERS, Account, and Sales Managers
price of 80, a 20% savings. M
Product: edical Action (formerly Avid) Custom
Item#: 776079 Procedure Trays (CPT’s)
Offer: C
ustomers who have not purchased Medical
Action CPTs in the past are eligible for 12%
guaranteed savings on these products.
PDI Sani-Cloth® Alcohol-Free Offer: or every pen purchased, Sharpie® or Paper
F
Disinfectant Wipes Promotion Mate® will donate $0.10 to City of Hope, which
Audience: CUSTOMERS, Account, and Sales Managers provides breast cancer research, treatment, and
P
Product: DI Sani-Cloth® AF Disinfectant Wipes education.
Offer: A
ccount Managers will receive MPower points Item#: 627934, 659129
for every 24 canisters sold and Sales Managers
will receive MPower points for every 100 cases
sold by their team. Customers who purchase Lab
24 canisters will receive a wall bracket for the
canister at no charge. Alere INRatio®2 PT/INR Monitor Promotion
Item#: 762361, 763362 October 1 – December 31, 2011
Audience: CUSTOMERS, Account, and Sales Managers
Sterilmed Launch of Applied Product: Alere Hemosense INRatio®2 PT/INR Monitor
Medical Trocars in July 2011 Offer: C
ustomers can purchase 4 boxes of INRatio test
Audience: CUSTOMERS, Account, and Sales Managers strips or sign a purchase commitment and receive
S
Product: terilmed Surgical Single-Use Device the Alere INRatio®2 monitor free. Customers who
Reprocessing Services sign a 12- or 24-month purchase commitment
Offer: N
ew in July 2011 Sterilmed will reprocess will receive an extended warranty and other
applied medical trocars. Other recent additions benefits from Alere. Account and Sales Managers
to their service line include carpal tunnel blades will earn compensation for each unit sold to
and Arthrex shavers. Sterilmed reprocessing is a new Alere customer. Account Managers are
proven safe, environmentally friendly, and will eligible for a guaranteed margin of at least 25%
save your customers money. on the INRatio® test strips for qualifying INRatio®2
Meter Placement Agreements.
Welch Allyn Cordless Illumination System with Item#: 641181, 724084, 707527, 694114, 670880,
KleenSpec® Vaginal Specula Promotion 670881, 679491
October 3, 2011 – January 1, 2012
Audience: CUSTOMERS Antek Lab Information System Solutions Promotion
W
Product: elch Allyn Cordless Illuminator and KleenSpec® July 1 – December 31, 2011
Disposable Vaginal Specula Audience: LSS Managers
Offer: C
ustomers who purchase a cordless illuminator A
Product: ntek Lab Information Systems
and a case of vaginal specula will receive a Offer: L
SS Managers can earn escalating levels of
second cordless illuminator free. compensation for proposals, presentations, and
Item#: 584291, 584293, 584269, 584270, 584285 closes of Antek LIS solutions.
Welmed Surgical Drapes and Gowns
Audience: CUSTOMERS, Account, and Sales Managers OraSure Histofreezer® Promotion
W
Product: elmed complete line of surgical drapes and October 3, 2011 – January 1, 2012
gowns C
Audience: USTOMERS and Account, Sales, and LSS
Offer: W
elmed’s line of high-quality products are not Managers
on GPOs and can save your customers money. O
Product: raSure Histrofreezer® Portable Cryosurgical
Cross references to competitive drapes and System
gowns are available on STAT. Offer: C
ustomers who purchase a Histofreezer kit will
receive a free Practice Support Pack, containing
McKesson Office Supplies “Pink Ribbon” Pens wall charts, CPT pamphlet, and English and
October 3, 2011 – December 31, 2012 Spanish patient instruction tear-off pads.
Audience: CUSTOMERS Account, Sales, and LSS Managers will receive
S
Product: harpie® Pink Ribbon Fine Point Permanent compensation per unit sold.
Marker and Paper Mate FlexGrip®Elite Ballpoint Item#: 727731, 727732, 727733, 727734
Retractable Pink Ribbon Pen
Siemens Clinitek Status+ and Microalbumin Promotion Equipment
October 3, 2011 – January 1, 2012
Audience: CUSTOMERS ndd Medical Technologies EasyOne Pro™ and
Product: iemens Clinitek Status+ and Microalbumin
S EasyOne™ Plus System Promotion
Offer: C
ustomers who purchase the Clinitek Status+ October 3, 2011 – January 1, 2012
will receive 3 bottles of Clinitek Microalbumin Audience: CUSTOMERS and Account Managers
free. E
Product: asyOne Pro™ Respiratory Analysis System and
Item#: 764275, 747571 Spirettes, EasyOne™ Plus Spirometry System,
EasyOne-PC™ Spirometer
VWR International Refrigeration Solutions Offer: C
ustomers will receive free spirettes and
Audience: CUSTOMERS, Account, and Sales Managers bariettes with purchase (see equipment deals
V
Product: WR International Refrigeration Solutions chart for details.) Account Managers will receive
Offer: cKesson is now offering refrigeration solutions
M compensation for each unit sold.
from VWR International. A wide range of sizes Item#: 728548, 728549, 707156, 528846, 641182,
and capabilities including security locks and “out 730837
of temperature” alarms are available.
ReBound™ ReGenerator
Therapeutic Heating System Promotion
Rx October 3, 2011 – January 1, 2012
Audience: CUSTOMERS and Account Managers
Piramal/RxElite Sevoflurane Anesthetic Gas R
Product: eBound™ ReGenerator Therapeutic Heating
Audience: CUSTOMERS, Account, and Sales Managers System Starter Bundle
Product: Piramal/RxElite Sevoflurane Offer: ustomers will receive a free cylindrical
C
Offer: S
evoflurane is a low-cost generic anesthetic garment of their choice with the purchase of
gas. Based on performance and feedback a ReGenerator. Account Managers will receive
during Q1, it provides both a conversion MPower points for each unit sold.
opportunity from the brand as well as an Item#: 767706
opportunity to get new customers.
Detail: ur cost, which was supposed to expire on
O Zoll AED Plus, M Series® and
June 30th, will remain at the $110 level. We R Series® Defibrillators Promotion
have been able to negotiate a continuation of October 3, 2011 – January 1, 2012
this cost beyond Q1 and thus no cost change Audience: CUSTOMERS, Account and Sales Managers
will occur. In other words, continue to take Z
Product: oll AED Plus, M Series® and R Series®
advantage of the $110 cost beyond Q1. Defibrillators
Item#: 630274 Offer: ustomers will receive free pads with purchase
C
(see equipment deals chart for details.) Account
and Sales Managers will receive MPower points
for each unit sold.
Item#: See www.mckmpower.com for all items.
Throughout Q3, special deals are available for your customers on over 30 pieces of equipment. Highlights
of these offerings appear in the chart below. Please refer to the Equipment Circular for more information
on these opportunities.
ITEM MANUFACTURER SPECIAL DEAL FOR CUSTOMERS
INRatio®2 PT/INR Monitoring System Alere Purchase 4 boxes of INRatio strips, receive free Alere INRatio®2
— McKesson item number 707527. Customers can receive
no-charge meter with 12- or 24-month kit commitment
Refurbished Stryker™ Renaissance™ Auxo Medical Free mattress pad set with purchase
Series Transport Stretcher
Refurbished Abbott™ Plum A+™ Infusion Auxo Medical Free mobile IV stand with purchase
Pump
The Demolizer® II Biomedical Waste BMTS New product offering
System
Covoc Cubicle Curtains Covoc Corporation Free curtain track with purchase of privacy curtain
Covoc Window Coverings Covoc Corporation Save 25% on all window coverings
Procell Batteries Duracell Competitive pricing on full range of batteries
Future Health Concepts Equipment Future Health Save 20%
Concepts
Drop Arm Recliner in the color Blue Ridge Graham Field Free IV Pole Holder and IV Pole ($107 value) with purchase
McKesson Pedigo Universal Procedure McKesson Brand Save 10%
Stretcher
entrust™ Performance Round SpinLift McKesson Brand Save 15%
Exam Stool
MedlinkCR™ Digital Imaging “Computed Medlink imaging, $500 rebate from MedLink
Radiography System” LLC.
Midmark “IQ” Diagnostics Midmark $250-$1,000 rebates from Midmark
Midmark and Ritter Barrier Free™ Midmark $600-$800 rebates from Midmark
Examination Tables
Mindray DPM™ Monitoring Line Mindray Save 5% and receive additional 1-year parts and labor
warranty
EasyOne Pro™ Respiratory Analysis ndd Medical Free box of 50 spirettes™ and free box of 50 barriettes with
System Technologies, Inc. purchase
EasyOne™ Plus Spirometry System, ndd Medical Free box of 50 spirettes™ with purchase
EasyOne-PC™ Spirometer Technologies, Inc.
Oakworks Urology Table Oakworks $1000 price reduction from Oakworks
Oakworks Ultrasound and Vascular Tables Oakworks Free central base locking system ($1,000 value) with purchase
Health o meter® Digital Professional Pelstar Save 5%
Scales
Health o meter® ProPlus ® Platform Scale Pelstar Save 5%
Health o meter® Pediatric Tray Scale Pelstar Save 5%
AIM LED Lighting Series Philips Burton $150 rebate from Burton
ITEM MANUFACTURER SPECIAL DEAL FOR CUSTOMERS
AIM 200 OR Lights Philips Burton $250 rebate from Burton
Super Exam 50 Exam Light
®
Philips Burton $50 rebate from Burton
APEX Series Surgery Light Philips Burton $500 rebate from Burton
ReBound™ ReGenerator Therapeutic ReGear Life Sciences Free cylindrical garment of choice with the purchase of a
Heating System ReBoundTM ReGenerator
UroScan® Bladder Scanner SRS Medical 15% discount on orders of 3 or more units on one invoice
Vista AVS™ Automated ABI Vascular Summit Doppler Free additional 2-year warranty for a total of 3 years ($1,590
System Systems, Inc. value)
Sonosite M-Turbo™ Ultrasound System UMI Save 10%
Sonosite Micromaxx™ Ultrasound System UMI Save 10%
Uber Series Big/Tall Guest Chair, United Stationers $60 rebate from United Stationers
Antimicrobial Vinyl, Black
Refrigeration solutions VWR New product offering
ProBP™ Digital Blood Pressure Monitor Welch Allyn $75 rebate or a free wall mount for ProBPTM Monitor
Partners in Care Service Agreement Welch Allyn 1 additional year free with purchase of any 1-year Partners in
Care Agreement
Kleenspec® 590 Series Illuminator and Welch Allyn Free cordless illuminator with purchase of a cordless
Vaginal Specula illuminator and any case of vaginal specula
ZOLL R Series® Defribrillator Zoll 2 free sets of One Step adult pads or 1 free set of One Step
pedi & 1 free set of One Step training ($413 value) with
purchase
ZOLL M Series® Defribrillator Zoll 2 free sets of STAT pads and one free set of pediatric pads
($175 value) with purchase
ZOLL AED Plus® Zoll Free pediatric pads ($95 value) with purchase
The McKesson Preferred Rewards McKesson TACTILE PLUSTM Nitrile Exam Gloves
program offers rewards that go Promotion
beyond rebates: it offers product October 3, 2011 – January 1, 2012
samples, promotions for members M
Audience: embers of McKesson Preferred Rewards
only, exclusive continuing medical Program
education opportunities, and many M
Product: cKesson TACTILE PLUSTM Powder-Free Nitrile
other valuable benefits. Exam Gloves, 150/box
Offer: M
cKesson Preferred Rewards customers can
Special Offers for McKesson earn an extra 1% rebate credit on purchase of
these products during the promotional period.
Preferred Rewards Customers Item#: 562033, 562034, 562035, 562036, 741723,
741724, 741725, 741726
McKesson Medi-LabTM Performance Infectious
Mononucleosis Test Promotion Metrex CaviWipesTM Promotion
October 3, 2011 – January 1, 2012 McKesson Preferred Rewards Logo
Audience: embers of McKesson Preferred Rewards
M October 3, 2011 – January 1, 2012
Program M
Audience: embers of McKesson Preferred Rewards
Product: cKesson Medi-LabTM Performance Infectious
M Program
Mononucleosis Test, 25 tests/box M
Product: etrex CaviWipesTM Low Alcohol Surface
Offer: cKesson Preferred Rewards customers can
M Disinfectant Wipes
earn an extra 1% rebate credit on purchase of Offer: M
cKesson Preferred Rewards customers who
these products during the promotional period. purchase one case of CaviWipes will receive one
Item#: 718422 canister free.
Item#: 455706
McKesson Medi-PakTM Performance Casting Tape and
Padding Promotion Metrex VioNexusTM No Rinse Spray Promotion
October 3, 2011 – January 1, 2012 October 3, 2011 – January 1, 2012
Audience: embers of McKesson Preferred Rewards
M M
Audience: embers of McKesson Preferred Rewards
Program Program
Product: cKesson Medi-PakTM Performance Casting
M M
Product: etrex VioNexusTM No Rinse Spray
Tape and Padding Offer: M
cKesson Preferred Rewards customers who
Offer: M
cKesson Preferred Rewards customers can purchase 4 liters of VioNexus No Rinse Spray will
earn an extra 1% rebate credit on purchase of receive 2 liters free.
these products during the promotional period. Item#: 769937
Item#: See www.mckmpower.com for all items.
PDI Sani-Hands® ALC Promotion
McKesson Medi-PakTM Performance Safety Needles & October 3, 2011 – January 1, 2012
Syringes Promotion M
Audience: embers of McKesson Preferred Rewards
October 3, 2011 – January 1, 2012 Program
Audience: embers of McKesson Preferred Rewards
M P
Product: DI Sani-Hands® ALC Antimicrobial Alcohol Gel
Program Hand Wipes
M
Product: edi-PakTM Performance Safety Needles and Offer: M
cKesson Preferred Rewards customers who
Syringes purchase 2 cases of Sani-Hands canisters will
Offer: cKesson Preferred Rewards customers can
M receive a free floor stand for the canisters.
earn an extra 1% rebate credit on purchase of Item#: 642391, 649343
these products during the promotional period.
Item#: See www.mckmpower.com for all items.
McKesson Medical-Surgical
8741 Landmark Road
Richmond, VA 23228
www.mckesson.com
©2011 McKesson Medical-Surgical Inc.
2011-0141a