My how this industry has changed.

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Anonymous

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I've been in device for about 9 years now. Maybe I am becoming more mature but I have grave doubts about my longevity in the industry. The industry I once loved is becoming a thing of the past. If I knew another industry I could immediately switch to and be rewarded monitarily the way I am now in devices I would have been gone long ago.

I used to love to walk into an OR and feel a sense of purpose. Doctors and staff appreciated what I brought to the table and I was viewed as a added value to their care. Now I feel like a used car salesman. Everyone has their eye on me wandering what my motives are. I just want to provide the hospital a good product, feed my family, and be able to sleep at night knowing I am important and have a positive societal impact.

Unfortunately we are solely to blame for this mess. Device companies have seen the profit margins and come to the market guns blazing. We continue to price our products higher and higher and offer less value to our customers bottom line. Pressure on reps has never been higher. It's hit your quota or hit the street. There are tons of people ready to take my place and my company knows it. The pressure forces normal people to bend the rules and now we are under watch. I'm sad to say I even caught myself thinking this same way recently. I was contemplating an unethical action to hit my quarterly number.

I wonder where I go from here? Can I tough it out? Will the integrity come back to this industry one day or should I just assume the writing is on the wall and look for another way to make money? Have any of you made a successful switch?
 

I have only been in this for 3 years and have noticed the change. There are more companies willing to put younger and less vetted people into the OR. This had led to practices that give a bad name to all reps. I can't tell you how many of my hospitals have implemented new procedures due to the stupid actions of a few reps. Unfortunately, this seems to be happening across all medical device markets.
 
Look douche bag in the last post...Synthes is not the problem. Only assholes like you! I don't work for Synthes... I work for Biomet. I know plenty of Synthes Reps. They are good guys...at least the ones I know. I agree with the first post. Things have changed and I am not sure if they will get better? I do know though that these young dumb uneducated pricks like the last post have caused a lot of problems. The days of being honest and providing a service are compromised. Too many douche bags and used car salesmen in the industry. Most of them don't know what it is like to start with nothing and work their way up. Most of them walked into business and maintained it...not only that..they don't know shit about orthopedics.
 
Be smart and work your way out of this industry.

It has changed a lot in the last 4 years and its not for the better. It was drastically different when I started just 8 years ago.

Stupid reps doing really stupid things, and reps ripping hospitals off is part of what has tainted many peoples view of a sales rep even in the device industry.

Many are good, some are really bad, but this industry is starting to stink and as I see more and more sleaze balls coming into it, I can't wait until I get out.

Work hard, make your money, spend as much time as you can with your family. Invest and get the heck out.

This industry was the best of the best, esteemed so much higher than what the average guy would call "pharmeceutical sales" but now even device stales has been covered with slime ball residue.

Its only as good as the people who have been let in it.
 
Anonymous said:
Synthes is the major culprit of this sort of business practice!!
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I didnt start this post to blast Synthes. As a matter of fact I have nothing to even do with Synthes. This company's board just gets a lot of traffic so I posted here.

I think we must all share in the blame. I am pushing my docs and hospitals more than ever these days because the pressure to perform is high. I don't blame them for wanting to keep me at arms length. It bothers me so much that I don't sleep at night. Look at the time. it's 3:00 am and I've been up for hours. My wife just looks at me and asks "whats wrong".

The only thing I am getting out of this industry any more is the money to pay my bills and that is eroding fast at most companies. That feeling of self satisfaction is gone. My docs used to ask me to come to cases because they appreciated my assistance and valued what I added. I don't get that feeling anymore. Along with every other rep they deal with I've had to push them so much to buy more that they hate the site of me now.


Everyone keeps bitching about the spiraling cost of healthcare. I for one can openly admit that I am not part of the sollution, Im part of the problem. My company is driven by wall street's lust for growth. They will do anything to keep their profit margins up and I wake up every day and do their bidding. I can't wait until this years price increase. Those are always fun when you think you are overpriced anyway.


What I really want to know is what have people done to leave the industry. I know I could take an 80k gig someplace else in sales but thats one hell of a paycut. And would i run into the same BS in another industry as well?

Has anyone gotten out and found similar money and a sense of purpose? Being unwanted by my customers and pushing products of little value is getting old.
 
How can Synthes & other ortho device companies justify a minimum price increase of 5% increase on all if their products each and every year? I seriously doubt the supply chain is so predictably consistent that it warrants these annual fixed increases. Perhaps one should consider that practice/motive before one represents a company as a salesman!
 
Anonymous said:
Look douche bag in the last post...Synthes is not the problem. Only assholes like you! I don't work for Synthes... I work for Biomet. I know plenty of Synthes Reps. They are good guys...at least the ones I know. I agree with the first post. Things have changed and I am not sure if they will get better? I do know though that these young dumb uneducated pricks like the last post have caused a lot of problems. The days of being honest and providing a service are compromised. Too many douche bags and used car salesmen in the industry. Most of them don't know what it is like to start with nothing and work their way up. Most of them walked into business and maintained it...not only that..they don't know shit about orthopedics.
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Biomet? I don't work for either companies, but a Biomet rep shouldn't be talking any shit!
 
Anonymous said:
How can Synthes & other ortho device companies justify a minimum price increase of 5% increase on all if their products each and every year? I seriously doubt the supply chain is so predictably consistent that it warrants these annual fixed increases. Perhaps one should consider that practice/motive before one represents a company as a salesman!
Click to expand...

What can can you buy new this year that costs less than it did last year new. What new technology does not add increased cost. The hospitals have become insane in crunching the vendors. Ortho is not the correct focus anyhow as far as hospital spend. Waste, Spine, Cardiac, GI this is where to look.
 
Anonymous said:
I didnt start this post to blast Synthes. As a matter of fact I have nothing to even do with Synthes. This company's board just gets a lot of traffic so I posted here.

I think we must all share in the blame. I am pushing my docs and hospitals more than ever these days because the pressure to perform is high. I don't blame them for wanting to keep me at arms length. It bothers me so much that I don't sleep at night. Look at the time. it's 3:00 am and I've been up for hours. My wife just looks at me and asks "whats wrong".

The only thing I am getting out of this industry any more is the money to pay my bills and that is eroding fast at most companies. That feeling of self satisfaction is gone. My docs used to ask me to come to cases because they appreciated my assistance and valued what I added. I don't get that feeling anymore. Along with every other rep they deal with I've had to push them so much to buy more that they hate the site of me now.


Everyone keeps bitching about the spiraling cost of healthcare. I for one can openly admit that I am not part of the sollution, Im part of the problem. My company is driven by wall street's lust for growth. They will do anything to keep their profit margins up and I wake up every day and do their bidding. I can't wait until this years price increase. Those are always fun when you think you are overpriced anyway.


What I really want to know is what have people done to leave the industry. I know I could take an 80k gig someplace else in sales but thats one hell of a paycut. And would i run into the same BS in another industry as well?

Has anyone gotten out and found similar money and a sense of purpose? Being unwanted by my customers and pushing products of little value is getting old.
Click to expand...

Pa. firm admits crime in human bone-cement trial

Published November 30, 2010
| Associated Press
PHILADELPHIA – A medical device company near Philadelphia has pleaded guilty to criminal behavior for conducting unauthorized tests of its bone cement on spinal surgery patients.

Synthes Inc. and its Norian subsidiary tested the cement from 2002 to 2004 on 200 patients, three of whom died on the operating table.

Prosecutors say the companies sought profits over patient safety.

Four Synthes executives could get jail time after pleading guilty to a federal misdemeanor.

Norian pleaded guilty Tuesday to conspiracy to impede federal safety standards, a felony, and 110 related misdemeanors. Synthes pleaded guilty to the same misdemeanor, shipping a mislabeled product.

The West Chester-based companies will pay $23 million in fines.

A lawyer for Synthes declined to comment.

What a tangled web we weave. I pray for the souls of the victims and their families.
 
To the original post: Your observations are accurate, and your feelings are shared among many in the industry. I've had many conversations w/ reps who were once honored to do this job but are now frustrated w/ the business and, in particular, management.
However, as someone who, after 5 years of being in ortho, got so disgusted w/ it all made the mistake of walking away before I had lined something else up, let me tell you this:
Stay in and look hard; no matter how bad it gets don't quit. I had reached a point where the tension was so high, physical altercations w/ my manager and some co-workers were soon inevitible.
I tell you this, because you will not have doors open easily. Interviewing companies look down upon anyone that left a job w/out having another one lined up. And non of them understand the demands of a job in trauma.
You seem like a good guy, and I wanted to share my experience w/ you so that you might not make the same mistake.
 
I have been in recon for 13. I agree with the OP but bottom line, what else is there? At this point I am well established, still very competitive, and top 5% every year. If I were to take a 50% pay cut, it is still better than most anything out there. The stress and time away from my family is the real problem. I feel trapped that my only option is to make hay as this level of success in device will not last forever. Health care is not sustainable.
 
Anonymous said:
To the original post: Your observations are accurate, and your feelings are shared among many in the industry. I've had many conversations w/ reps who were once honored to do this job but are now frustrated w/ the business and, in particular, management.
However, as someone who, after 5 years of being in ortho, got so disgusted w/ it all made the mistake of walking away before I had lined something else up, let me tell you this:
Stay in and look hard; no matter how bad it gets don't quit. I had reached a point where the tension was so high, physical altercations w/ my manager and some co-workers were soon inevitible.
I tell you this, because you will not have doors open easily. Interviewing companies look down upon anyone that left a job w/out having another one lined up. And non of them understand the demands of a job in trauma.
You seem like a good guy, and I wanted to share my experience w/ you so that you might not make the same mistake.
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Thanks for the advice. Since I am supporting a family I am sticking it out until I get fired or find something new. I just CANT be without income. I have however, decided not to bend on my moral ground. Maybe I will make less money but at least I can look at myself in the mirror and be proud.

I am actually thinking of leaving the medical device industry all together. I just don't know where to go from here. Sell cars? Real estate? Financial? Barista at Starbucks? I don't want to go chasing rainbows only to find there is no pot of gold in other industries either. The ideal situation would be a more honorable profession with a good work life balance and respectable pay. Devices used to be that, but has taken a turn for the worse in the last 2-3 years. The money is drying up and the feeling of contribution to my customers and society has completely shifted.

I guess it's dumb on my part to post this question on a device board. I would imagine the only ones on this site are still actively in devices.
 
I saw these changes coming a couple years ago and started preparing for it. Luckily my wife and have always been relatively frugal and saved our money. It doesn't hurt that we were able to pay the house off and don't have any other bills. i walked away several months ago. It was probably the best decision I have ever made. I'm able to spend time with my wife and watch my little boy grow up now. Our combined household income has dropped to around 160k, which is pretty good for today but a significant drop from what it was when I was in device. My advice, think real hard about what is important to you, you have one life, make the best of it. For me it's being with my family and feeling good about myself again.
 
Anonymous said:
I saw these changes coming a couple years ago and started preparing for it. Luckily my wife and have always been relatively frugal and saved our money. It doesn't hurt that we were able to pay the house off and don't have any other bills. i walked away several months ago. It was probably the best decision I have ever made. I'm able to spend time with my wife and watch my little boy grow up now. Our combined household income has dropped to around 160k, which is pretty good for today but a significant drop from what it was when I was in device. My advice, think real hard about what is important to you, you have one life, make the best of it. For me it's being with my family and feeling good about myself again.
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What an IDIOT!
 
I have seen a few other guys leave device and in every case, they wish they did not. One went from a 250k recon position to financial planning. Another went from 250k capital job to commercial real estate. The other got canned from Intuitive, went into spine, and then transitioned to commerical banking/lending. All of them miss the freedom and instant rewards in device. I agree that the game has changed, but I don't think the grass is greener anywhere else. The industry has changed and will continue to for the worse with most companies following the pharma model.
 
Anonymous said:
I have been in recon for 13. I agree with the OP but bottom line, what else is there? At this point I am well established, still very competitive, and top 5% every year. If I were to take a 50% pay cut, it is still better than most anything out there. The stress and time away from my family is the real problem. I feel trapped that my only option is to make hay as this level of success in device will not last forever. Health care is not sustainable.
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Buddy, no one is ever trapped although sometimes it can feel that way. I made some changes that many people said would be nearly impossible even though I had a mortgage and family to provide for. This is all my opinion so take that into consideration. If you want a change, you can get it although it might require steps rather than one big leap. Sometimes the leap is just too much a stretch or overwleming but it doesn't mean that it can't be an end goal. While things might have change in the device world, keep in mind that it has changed everywhere. There are many, many people who would love to sell devices because their own jobs have gotten intolerable. Health care is changing but it will always be needed; selling Coke or the latest video system is really expendable. If you can take a 50% cut with a less demanding device job; go for it. If quality of life is important to you now, look for it and you will find it. Keep your head together by realizing that it might take time (my own transition took three years but I did it even when there were days that it seemed impossible). Get a picute in your head of what you want and don't waiver from that. Good luck.
 
Any info for someone that is currently making the transition to the industry? I have wanted to get in device sales for the past year and I am finally making the transition. You always hear about how much money you can make in device and how personally rewarding it can be. But after reading this post it seems like there are a lot of unethical acts taking place and this may not be a career for the long haul? Any advice for a new rep breaking into the orthopedic industry?
 


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