good partner and meet them somewhere close to the middle. Now's a
great time to recognize you're in this together."
He spent time during the shutdown looking for ways to limit
expenses in order to increase profits. He suggests combing through
case costs to identify spending issues and review the contracts with
the companies that provide the supplies or implants that are eating
into the profits of your high-volume procedures.
"Look at where most of your dollars are going, and work with reps
to lower those costs," says Mr. Poole. "Have honest discussions about
your financial situations with vendors, who you've hopefully fostered
positive relationships with."
Vendors who aren't willing to offer discounts might look for assur-
ances of maintaining your future business. Maybe this is the time to let
them know you're willing to spend your dollars elsewhere.
"The current situation is making competitors a lot more competi-
tive," says Mr. Poole. "Vendors are hungry and motivated to find
new sales. We've been approached by a lot of reps who want our
business."
