Distribution of health care products are the strategic opportunities and challenges in a rapidly changing market. Physician Sales and Service (PSS), Patrick Kelly founded in 1983, operates in 20 states in the U.S. and plans to expand to 50 countries by 1997. By charging high prices for high quality service, train their sales representatives intensively, and professionalization of management, PSS has achieved above-average rates of return, and apparently coped with organizational problems rapid geographic concentration. But now, in 1992, PSS must cope with the uncertainty of the upcoming election of Bill Clinton as U.S. President and his promise of a radical reform of health care. "Hide
by Amar V. Bhide, Jay set Source: Harvard Business School 32 pages. Publication Date: December 7, 1994. Prod. #: 395066-PDF-ENG
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