5 Dreaded Words From Procurement: Your Price Is Too High!
If you have been in sales for more than a week you have encountered someone from Procurement that has told you one or more of the following: “Your price is too high” “I need a discount” “Can you do better?” “Your solution is too expensive” “You’ll have to do better than that to get our […]
Selling to Hospitals: The Effect of Price Discounts on Gross Margin
Is your sales organization throwing money down the drain with each deal that they are selling to hospitals? Be honest with yourself. It happens every day. You think you have the deal won and then someone says, ” all we need now is to get the PO through Strategic Procurement.” You venture to Strategic Procurement […]
Selling Capital Equipment to Hospitals: Actual Cost Versus Purchase Price
It’s no secret that in every hospital, fierce competition for scarce dollars exists between departments to buy new capital equipment that increases efficiency and improves patient care. In this new dynamic environment, hospital C-Suite executives are placing an increased emphasis on the collaborative process to acquire capital equipment. This process includes: Clinicians: To ensure optimal […]
10 Things to Know About Selling to Hospitals in 2015
2014 and the holidays are behind us. For those of you that are on a fiscal year hopefully you ended the year strong and ahead of your sales revenue plan. For those of you that are in the mid-point of your sales year hopefully you are on target to meet or exceed your revenue plan. […]
Strategic Procurements 10 Commandments for Managing the Hospital Buying Process
As strategic procurement gains more power, authority and influence within hospitals and health care systems they are gradually educating non-procurement personnel within the hospital on how “to engage and not engage” with sales professionals. We call this education performed by procurement within their hospital “Procurements 10 Commandments for Managing the Hospital Buying Process”. These are […]
What MedTech Sales Reps Should Know About the Joint Commission!
If you call on healthcare organizations it’s highly likely that you have had a sales call disrupted because the facility was under-going an unannounced accreditation survey. When this happens, meetings are abruptly cancelled, re-scheduling of meetings is placed on hold because no one knows how long the surveyors will be on site, key personnel become […]
Questions You Should Ask About Hospital Committees!
If you sell a MedTech product, service or solution that occasionally or always has to go to a committee for scrutiny prior to a purchase or contract here are some questions that you need to know. Don’t be afraid to ask these questions. You may not always get the answers but it’s a sin of […]
What You Should Know About Hospital Committees!
We have all heard the jokes about committees. For example: a committee is a group that keeps minutes but loses hours1 or a committee is a group of the unprepared appointed by the unwilling to do the unnecessary.2 While these are humorous, in general they do not apply to healthcare organizations. Within hospitals committees play […]
Selling to a Not-For-Profit Hospital? Could Endowment Funds Help You?
Most MedTech sales professionals don’t realize that when selling to a Not-For-Profit (NFP) hospital the funds for the purchase of their product, service or solution may come from the use of Endowment Funds. There are two types of funds: Permanent Endowments are those that have been restricted by donors and are monitored by the hospital […]
Why Hospital Strategic Procurement Doesn’t Buy More From You!
Selling to hospital strategic procurement can be much easier if you understand the metrics that they value or demand from their suppliers. Many of these are generated from the requirements of their internal customers. In general, each of these can be placed in the categories of delivery, cost, responsiveness, errors and defects. Lead Time on […]
