What’s your biggest challenge in selling Medical Devices?

Six years - DME, disposables and capital with two companies. Both well-known brands.

Truly, it really depends on the ‘device’. That is really a pretty generic term. For instance, a compression stocking is much different than a sigmoidoscope, but both are considered a ‘device’.

 

In the medical field the competition are very high a well equipment's with latest technology has greater demand and has high sale value

 

ASP’s taking a shit because the small guys can only get business by dropping their drawers and then the entire industry suffers

 

Everything is a commodity to the finance department who now decides what is used in the hospital and not the surgeon/clinician

 

First a GPO position, then Strategic Sourcing.

 

I’ve been selling into the OR for 20 years. One huge shift is physician apathy towards the tools at their disposal. They’re so accustomed to being told what they can and can’t use, that most of them won’t put up a fight for new devices anymore.

 

Overzealous fat-bottom nurses in the OR

 

it always makes me laugh, looking at these responses, and how medical device sales is less complicated than selling chocolate bars.

carry on.

 

Customer feedback increased pressure from competitors, and stricter legislation implied that people needed better health care for less money. In an age of increasing economic globalization, medical equipment is available to more people. This suggests that the quality of care for potential customers is improving. The income of medical device developers and manufacturers is also increasing. I have spoken to medical auditors about this issue https://fortismedicalbilling.com/portland-oregon/. They say that medical device vendors don't have much of a problem right now! It's a booming business!

 

The biggest challenge is having to deal with VAC & Purchasing with a product that can dramatically improve patient outcomes.