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.
Sales
Ex-sales rep sues Medtronic, claims she was fired for blowing the whistle
Royal Oak claims ‘repless’ generic sales model saves $100k a year
Smith & Nephew CEO Bohoun: No-frills Syncera program a growth driver
Stryker CEO Lobo skeptical on ‘repless’ generic sales models
Fewer sales reps in the OR? Smith & Nephew looks to expand no-frills Syncera program
Survey: Medtronic is the best place to work in medical sales
Medical device sales: How analytics can improve the hiring of med tech sales talent
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.
Report: Medical device prices declined 5% in August
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.
The pharma trend that should scare the crap out of medical device sales reps
Reactions: Should hospitals kick sales reps out of the OR?
Medical sales reps have long had a close relationship with physicians, providing services as a surgical consultant as well as a medtech dealer, but that dynamic may be about to change in a big way.