Go home and cross your fingers that your Nat'l Accts team negotiates a good contract. If you win the business, you're a sales genius and you will get lots of awards. If you don't get the business your numbers will tank and you are now a sales imbecile. Wait a year or longer until the lower sales $$ wash out of your quota. You will be on a PIP during this time. Then, your % to Quota will magically go up again. You are once again a sales genius and you will get lots of awards. Repeat this cycle every 2-3 years.
Why has Boston Scientific lowered its prices so much? You guys will kill the industry. 1200.00 for a Dual Chamber Pacemaker. 11,000 for CRT-D. We understand this is older technology but you are killing the price structure.
Then cut your costs, Wilma. Isn't the whole thing supposed to be about competition? Lower prices are a fact of life in this day and age. It is either that or you don't sell. Other than bribes, flattery does not get you far anymore. The gravy days are over...unless you can work 24/7?
1) No way these are real numbers. 2) The industry has done everything it can to keep the Gravy Train on track...but the commoditization of these products is inevitable. Pacemaker parity was reached years ago - MRI Conditional systems are the last chancce to get a "bump" in brady, and even then its not going to be THAT much. On the high energy side of things - the new clinical data suggesting better outcomes is a little wind beneath the wings, but just like the brady side of things - its only a matter of time before the concept of "a defib is a defib" takes hold. So...make your devices capable of remote reprogramming. Fire 50% of the field force. Elevate the role of the National Account Managers and any other person capable of swinging a GPO's favor toward your company, and when the regional commitment contracts are struck, mail the EP / Cath Lab their crate of cans and say "Good Luck".
The device parity comment was spot on. Commoditization is the bane of this industry. There is a difference between "bells & whistles" vs. true "innovation". At this point it's all marginal. MRI, battery, etc. No one really cares. The lowest common denominator has been reached years ago... PRICE. Good luck circling the drain.
Actually these numbers are real. At The Nebraska Heart Hospital and these are only the second lowest in the country. The Docs are pretty proud of this because it strengthens the salary picture with CHI.
Wow...please tell me it's a 100% volume commitment contract across the board (Brady/tachy/HF). Regardless, the clinicals covering this account need to take a hard look at the writing on the wall - these are true numbers that they will be faced with (maybe worse) when they finally get the nod to be a rep. Honestly, at these rates - the only people willing to do this job will be second income folks.
Yea a 100% contract The patients loose, what if pt needs MRI device......too bad High DFTs- So sorry Quad LV lead- Not here chumps Reveal--nope Optival monitoring- Hardly
What about how they (parients and hospitals) lose by purchasing goods from a monopoly? Leaving even 20% on the table reaps benefits: 1) There are no "holes" in a product portfolio when you can pull from at least 2 bags. 2) Servicing the account becomes priority number one as the 80% share holder fights off the 20, and the 20 struggles to win their full share. 3) Pricing - obvious. 4) Doctors avoid the scrutiny associated with a "cozy" 100% deal. It really represents the height of administration laziness...all the arguments I hear FOR sole vendor deals really fall flat when held up to basic business and economic principles.