Where it started
My career has centered on diagnostic and healthcare sales — work that put me in front of clinical laboratories, diagnostic testing companies, and animal health organizations across Florida. Over more than 15 years, that work has spanned laboratory diagnostics, medical devices, and veterinary diagnostics, giving me a view of the healthcare world from both the human and animal health side.
What territory management actually teaches you
A lot of sales roles look similar on paper — you manage a territory, you grow accounts, you hit numbers. What territory management in diagnostics really teaches you is patience and consistency. Healthcare providers and veterinary practices don't switch labs or vendors on a whim; trust gets built account by account, visit by visit, over years, not quarters. That's shaped how I think about every business relationship since, including the ones I've built running my own companies.
Human health and animal health, side by side
Working across both human diagnostics and animal health sales gives you a slightly unusual vantage point. The science overlaps more than people expect — testing methodology, regulatory rigor, the importance of turnaround time — but the buyers and the day-to-day relationships are different. Being fluent in both sides has made me a better listener in each one; you learn to ask what actually matters to the person in front of you rather than assuming it's the same pitch every time.
Business development as a long game
New account development in this industry rewards a long view. The accounts that last are the ones built on being straightforward, showing up consistently, and actually solving a problem — not the ones won on a single good pitch. That's a lesson that's carried directly into how I've approached building my own businesses, from Florida Buzz to Villages Golf Cart Trader to Cartzilla — each one started because I saw a real gap, not because I was chasing a trend.
What's next
I'm still active in healthcare and animal health sales today, and I'm still building things on the side — because at the core, both are the same instinct: find a real problem, and go solve it properly. Read more on what I think matters most in sales, why I build businesses, see my full resume, or head back to my main profile for the full picture.