Value of Connections in Medical Device Sales- MedtechIntel

The Value of Connections in Medical Device Sales

Elizabeth Hofheinz, M.P.H., M.Ed., MedTech Intel Contributor

The medical device industry is very complex and dynamic. Succeeding in medical device sales requires a multifaceted approach based on connections. Identifying and establishing mutually-beneficial relationships with constituents like manufacturer executives, distributor partners, group purchasing organization associates, healthcare facility executives, surgeons, nurses, physician assistants, hospital purchasers, value analysis committees and many more individuals takes time, research, analysis and face-to-face contact.

These relationships are the key to success in medical device sales. Mutually-beneficial relationships are built on common interests and goals, trust and consistent, valuable communications. Each relationship is unique in its circumstances, product needs, purchasing expectations and current alliances. The process of identifying and establishing these valuable relationships in medical device sales isn’t always straightforward, and can be a minefield of trial and error.

Knowing before you go to your first or subsequent meetings, can give a sales representative an edge on the competition by identifying the healthcare institutions and surgeons that are interested in a specific product and operate in an environment that is receptive to that product due to the healthcare institution’s current contracting status and purchasing objectives. Having a resource to assist in navigating these complex and, sometimes obscured, relationships like contract positioning, group purchasing organization affiliations, surgeon-hospital relationships, surgeon-manufacture relationships, surgeon training history and current procedure profile will be a driver of medical device sales success today and well into the future.

Schedule a live demo to learn more about MedTechIntel, a relational, intelligent software program that assists in navigating the complex medical devices selling environment.

About Elizabeth Hofheinz, M.P.H., M.Ed.

Elizabeth Hofheinz  - MedTech Intel ContributorTwo time winner of the MORE award Ms. Hofheinz was the first writer employed by Orthopedics This Week. The MORE award is granted annually by the American Academy of Orthopaedic Surgeons to recognize excellence in journalism. Ms. Hofheinz is currently the Director of Communications for Ortho Spine Partners (OSP) and Contributor to MedTechIntel.

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