A pair of high-volume orthopedists who specialize in hip and knee replacement surgeries are skeptical of generic or "repless" sales models, in which medical device companies offer lower-cost implants without a sales rep on hand to advise during the procedure.
By Tobi Laczkowski, ZS Associates
In today’s complex and challenging health care market, medical device companies have huge opportunity to use analytics to reshape their sales force hiring processes and acquire the best sales talent. As purchasing power shifts away from clinical stakeholders toward economic decision makers and committees, and med device makers adjust their sales processes accordingly, salespeople need new success characteristics and competencies that may not all coincide with those of the past.
Prices for the 10 most sought-after medical devices slid nearly 5% in August, compared with the same month last year, according to the Modern Healthcare / ECRI Institute technology price index.
The index tracks the total monthly spend on 10 "physician preference items" by hospitals and other provider organizations.