What is a Hospital?….It Depends Upon Your Perspective!
What is a Hospital? It’s not a trick question but it is a very simple question. Based upon your perspective the question can be answered very differently. Some of the answers may surprise you. Let’s look at some examples: In our recently published book we described a hospital as “a health care institution with an […]
The Hospital OR: Should They Go Rep-Less?
This topic has been in the national media recently and our blog entitled “Will the Sales Rep in the Operating Room Become Extinct” went viral recently. We thought it prudent to re-issue a companion blog which was originally published 8 months ago along with some minor changes to allow for continued discussion of this important topic. As hospitals […]
How Hospital Leadership Defines Value from Their Suppliers
In today’s healthcare sales milieu MedTech sellers must transition from being a supplier to being a partner with their hospital customers. The new normal is collaboration to drive better patient outcomes while reducing costs. The conundrum for most MedTech sellers is to understand how their customers define value. Once that is understood they can develop […]
Hospital Sales 101: I Never Saw It Coming!
It’s the 27th of June and the hospital’s fiscal year ends at the end of December. You have completed the trial and the product worked flawlessly. All the clinicians loved it and the feedback from all three shifts was better than expected. Another plus is that you have critical support from all of the key […]
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 […]
10 Things You May Not Know About the Operating Room: Part 2
Have you ever wondered about the function and operation of an Operating Room (OR)? Unless you are a sales representative that routinely sells into the Operating Room or are a health care worker working within the Operating Room, you may be unaware of what actually occurs within this very unique environment. Here is our Top […]
10 Things You May Not Know About the Operating Room: Part 1
Have you ever wondered about the function and operation of an Operating Room (OR)? Unless you are a sales representative that routinely sells into the Operating Room or are a health care worker working within the Operating Room, you may be unaware of what actually occurs within this very unique environment. Here is our Top […]
