Tuesday, March 5, 2013

Smarter sales forces can be the key to successful medical device success

 As the healthcare landscape changes, the medical device landscape will continue to face challenges.  In an article at MedCity News, they looked at a few of the challenges facing the industry and how the manufactures can work to overcoming the changing landscape.
They address the current reimbursement situation of pricing confidentiality agreements.  But with this practice, the doctors are given specific devices to be used through a contract with the hospital before the patient is assessed to determine what's right for them.  To fix this, the pricing strategies for hospitals and devices should be considered heavily.

Other challenges of the current medical device sales force include the current sales forces who are geographically targeted.  Many hospitals are also consolidating and finding ways to cut costs, including purchasing on more efficient levels as groups, not just a hospital by hospital basis.  Adding initiatives here won't help medical device companies, but developing a smarter sales force that knows the audience and the needs of the hospital can be beneficial here.  Part of increasing the appeal is by developing relationships with doctors and figuring out exactly what they want and need in medical devices.

This May at the Medical Device Pricing, Reimbursement, and Market Access event, Jacob Drapkin, Vice President, Health Economics & Market Access, Ethicon Endo-Surgery and Laurel Sweeney, Senior Director, Reimbursement and Legislative Affairs, Philips Healthcare will be presenting Teach Your Sales Team a New Language: Connect Product Development to the Commercial Strategy by Focusing on Value to help you find new ways for your sales force to become more effective.  For more information on this session and the rest of the program, download the agenda.  If you'd like to join us, as a reader of this blog when you register to join us and mention code XP1813BLOG, you'll save 15% off the standard rate.

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