I think what people are trying to ask you, NCBanker, is why a company would pay for a (ostensibly, since it didn't turn out that way) 10 hour trip plus an overnight stay for a possible contract with a small hospital regardless of whether the hospital had the funding to purchase what JY sells, when there was probably someone closer to that hospital than JY was? Wasn't another one of JY's co-workers (possible sales manager?) at this so called meeting? If so, why wouldn't they just handle the call? I'm sure they (ChartOne) had more than this hospital in their territory, so if this call were a part of a training exercise for JY, couldn't they have picked a spot closer? If the total trip was 600 miles for instance, and he got 20 MPH/gallon, that's thirty gallons. I don't recall what gas prices were then but even if they were only 2 to 2.50 gallon/ that's 60 to 75 dollars for gas alone and what, one hundred for the hotel? Even if this hospital bought in, it wouldn't be a lucrative contract in any event would it? We'll never know know whether JY would have submitted those bills to ChartOne since he was fired soon thereafter and, in any event given the media scrutiny at the time, I doubt JY would have dared submit it. Not enough money given the risk he would have been taking, especially since his plan was to net that 1 million.
Great questions, liveoutloud. I don't know if there was someone closer to that hospital/facility that could have done the appointment. He could have been covering for the local rep who couldn't make the appointment - that's certainly plausible. I'm trying to understand why folks think it's odd that expenses for such a trip wouldn't be reimbursed? He was traveling on business, which qualified him at the time for .48/.49 cents a mile (unless he had a company issued gas card, which I doubt), and given the distance, he was (in my opinion) more than justified in staying overnight.
Now where the sleuthing comes in is to answer why he specifically chose the area where he stayed? I've never personally stopped halfway, but I have associates who have done that exact thing.
As for the $$ value of the business with that facility, who knows? It's not relevant. He had a territory with a goal. That means hitting every potential client you can hit. Because this facility was part of a larger facility, it's possible there were representatives present from the larger location OR that the larger facility had already implemented the solution and the satellite facility was following suit OR that Jason hoped to get into the larger facility by starting with the smaller one first (though that's not my first guess and not really strategic in nature).
As far as it being a lucrative contract, on the whole, most vendors in healthcare make money, regardless of the size of the account or contract - it's all about the margin. Every new account, regardless of size, adds to the bottom line, provides opportunity for future revenue, and lends credibility to your product/solution as a referenced account.
If Jason was/is smart, he submitted those expenses for reimbursement, even if he was let go. Hope I answered your questions.