Will Randall, ZS Associates I often pause in restaurant bathrooms, amused by the familiar signage above the sink: “Employees must wash hands before returning to work.” Surely everyone washes their hands. While these well-meaning but rather amusing signs are found all over the U.S., do they actually have any impact on improving hygiene practices? Probably […]
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Patient preferences increasingly affect FDA decision-making: Here’s how
Tobi Laczkowski, ZS Associates Patient empowerment is manifesting itself in many forms across the healthcare landscape, and the influence of patient preferences on medtech approvals is growing. As a primary stakeholder – the end user – for medical devices, the patient is playing an increasingly significant role in FDA approvals. Over the past several years, […]
Report: Hospitals doubt medtech can help meet CMS outcome goals
While the Affordable Care Act could lead to improved partnerships between medtech manufacturers and hospitals, a new survey and report from ZS Associates indicates that hospital execs aren’t convinced that such partnerships will help them meet their needs. The passing of the ACA has led to a shift in focus in the healthcare industry towards patient […]
Five reasons your global sales aren’t growing
by Bret Caldwell With growth rates slowing for U.S. medical device sales, many American companies are exploring investment opportunities outside the country. Abroad, we find approximately 95% of the world’s population, 75% of the GDP, 65% of medtech spend, and 60% of healthcare spend. So with numerous U.S.-based medtech firms achieving more than half their sales […]
Dangling the carrot to boost retention
By Chad Albrecht and Russell Schubert At a recent WorldatWork conference in Chicago on sales compensation, consultants from ZS delivered presentations on various themes. But there was one particular topic — the issue of voluntary turnover — that really seemed to strike a chord with participants. Several delegates made a point of approaching us afterwards […]
Blurred lines: Vertical integration in the medtech sector
By Tobi Laczkowski, ZS Associates A key question leaders in any company must face is how vertically integrated to be. This means deciding which links in the value chain they should operate, versus outsource to others. There are plenty of pros and cons to vertical integration. Often, the largest pros center around reducing the transaction costs […]
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.
The pharma trend that should scare the crap out of medical device sales reps
Image courtesy ZS Associates. Click to enlarge
