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PSS Redux-: The Fall and Rise of a Physician Supply Company

Executive Summary

PSS built a strikingly successful physician supply company in the 1980s and early 1990s through a combination of an aggressive, no-holds-barred approach to sales and a strategy that targeted solo practitioners and small physician groups. Everything was going swimmingly until the mid 1990s when the company fell prey to a series of bad breaks and a loss of coroprate focus that nearly drove it out of busines. Now, led by a new management team, the company is putting the pieces back together.

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