Understanding the Steps in the Hospital Value Analysis Process

For most sales professionals navigating the Hospitals Value Analysis Committee (VAC) is like trying to walk through a minefield. You don’t want to get blown -up and you want to survive (win). Before you can win with the VAC you must understand how a VAC operates. Understanding the steps in their process positions you to […]

I Want This Product Why Do I Need to Complete a Value Analysis Form?

You have heard this story before. You have this exciting new product. You know your surgeons (or insert key stakeholder here) will love it. For some time now you have been telling them it’s coming, extolling its virtues and planting the seeds for why they will want to see and use the product when its […]

Where Hospital Value Analysis Committees Seek Possibilities for Change

Every hospital uses tens of thousands of individual items to provide clinical services to their patients. These products differ in function, use, size, purpose, complexity, packaging, ease of use and price. Oftentimes, products are used because they were introduced by a champion that preferred the item; others had clinical evidence that supported their use, some […]

Opinion Leaders That Are Influencing Your Hospital Buyers Purchase Decisions

  They are often behind the scenes and observable to only their client…the hospital stakeholder. They often only surface to the sales representative late in the buying process but they are a presence in many of the hospital purchase decisions taking place today. They are third party influencers who don’t sell a product that competes […]

Ten Dreaded Words Every Hospital Sales Rep Hates to Hear!

  The words “Your Product Must Go Through the Hospital Value Analysis Committee!” creates angst and anxiety in most hospital sales representatives and fear and paranoia in others. Why? Because everyone knows the sales cycle just got longer and a lot more complicated. To avoid consternation, however, we would like to offer some practical advice […]

Within the Hospital: Who Cares & Who Pays?

In every sale of a product or service to a hospital, there are two fundamental questions that must be answered. They are: Who Cares and Who Pays? Who Cares is a list of all of the stakeholders that are involved in the purchase decision. Savvy sales professionals know that it’s fundamental to make a comprehensive […]

Admissions Are Up Slightly-How Do Hospitals React?

If you sell to hospitals in the USA, you are probably hearing from your contacts that admissions are trending up in many institutions while staying flat in others. Inpatient census is up in some institutions because of an improving economy, the implementation of the Affordable Care Act especially in states that expanded Medicaid under the […]

11 Facts You Should Know About the Hospital You Sell To! Part 2

This is part 2 of our blog on key facts that you should know about every hospital you sell to …both to earn the business and then to keep it in this highly competitive market. If you missed Part 1 click here and the link will take you to the article. In part 1 of […]

11 Things You Should Know About the Hospital You Sell To! Part 1

It’s no secret that selling a product or service into a hospital for either the first time or as repeat purchase is getting harder and taking longer. In today’s cost conscious economic climate there are more buying influences involved, each with different wants and desires.

“Other” Hospital Buying Influences: Part 2

You’re not the only one providing your customer with information! In last week’s blog we discussed that before hospitals make purchase decisions they often seek guidance from a Clinical-Technical-Financial point of view from third-party influencers. As examples we discussed MD Buyline, The Hayes Group, The Advisory Board and ECRI. This week we will briefly discuss […]