Getting on the military base is the hardest thing about selling to the military. There are some things you need to know before you start calling a military hospital. Who runs the departments? Who is your ally? What do their titles mean?

In a military hospital you don’t have a material manager, per se, it's the logistics department or the supply department. Each department in the hospital has two managers one is the OIC and the other is the NCOIC. I know what you’re thinking...what is that? The OIC stands for the Officer in Charge and is usually in the rank of Major in the case of the OR. The OR OIC is usually an RN just like in any civilian hospital. Will they return your call? Probably not, but their assistant manager the NCOIC probably will return your call.

The NCOIC stands for Non Commissioned Officer in Charge. He or she is usually a senior enlisted person and has been in the service for 10 plus years. He or she has probably had one or more tours overseas and is a trained medic or OR tech, like a civilian LPN. They are responsible for the daily operation, scheduling of all the OR techs and all the enlisted persons report to him or her. One way to look at an NCOIC is like a middle manager. They also have a great say in what vendors come on the floor and are usually the ones the OIC or the surgeons tell to find equipment and or supplies for the OR.

There is an NCOIC for every department in the hospital and one for every free standing clinic on the base. This is the person you call and ask for, he or she can get you on base and the NCOIC’s usually know all their counterparts in the hospital through the monthly NCOIC staff meetings.

Once you get into see one NCOIC he or she can then introduce you to their counterparts in every department in the hospital.

Sounds simple? It is. But now you are asking, how do I get on base or find out who this person is?

First, Google the base, when that page comes up there is usually a link to the hospital or a link to the base telephone directory. Find the phone number and call the hospital operator and ask for the NCOIC of the OR, Derm clinic or hospital supply. Once you have made an appointment the NCOIC will leave your name at the main gate for you to get your visitors pass for the day. If you plan on spending two days on the base, you can get your visitors pass for both days in most cases. Make sure you have your driver’s license, registration and proof of insurance when you go inside to get your visitors pass and have the person’s name, rank and duty phone number with you just in case.

One last thought, if you have a relative or a friend that is in the service either active, reserve or national guard or retired, ask them to take you on base. You go cold call while they go shopping.

One other piece of lingo you need to know, a base is associated with the Navy, Air Force and Marine Corp. The Army calls it a post. Don’t ask me why it goes back way before I joined the Army.

Lou Kimble
Midwest Region Sales Manager
Bovie Medical

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