Do You Know the KPIs of the Operating Room?

Improving or maintaining operating room efficiency is a goal for every hospital. If you sell a product and/or service into the Operating Room (OR) and can help them improve their efficiency you will be regarded as a trusted advisor and not a supplier that can be commoditized. Impacting OR efficiency requires every sales professional to […]

The Hospital OR: Should They Go Rep-Less?

As hospitals transition from a fee-for-service payment model to a world of value-based purchasing, accountable care, aligned incentives and bundled payments there is continued pressure to reduce costs while maintaining or improving the quality of care. Professional buyers and Value Analysis Committees are leading the cost saving charge because every dollar saved drops straight through […]

Will the Sales Representative in the Operating Room Become Extinct?

Few patients that go in for spine, hip or knee replacement surgery realize that a sales representative is often present to provide technical assistance to the surgeon during the procedure. This is a practice that has been prevalent for decades and has traditionally provided great value to hospitals and surgeons but is now under fire […]