i just interviewed for an OM CMF position and was informed of the company wide changes that this division is going through. let me preface this first, i know OM is 5th, out of 5, in the cmf market. no innovation, hiring reps/mgrs with NO surgical exp, limited portfolio, etc... having acknowledged that, they have cleaned house in the last few months and seem to be tired of getting their ass kicked. jim cavanaugh has great cmf background, all new product managers, all new engineers, all new regional managers (actually hired ones with cmf sales exp), and are weeding out the sales force. walt humann, president, has basically given jim a blank check to get this division turned around. they are actively looking to buy companies and add products to their existing portfolio to position themselves as a neurosurgical company (anuresym clips, dura sealant, biologics, instruments, bioabsorbables, etc..). i know this isnt going to happen over time but at least they are taking a proactive mentality rather than continue on their downward spiral. 3 of my friends who are familiar with OM said RUN! although i agree with them, i am VERY curious about these recent overhauls. what are your thoughts on this? has any current reps heard of any acquisitions or products in the pipeline?
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Anonymous
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Before you think it...I am not a disgruntled former employee...I am a current employee who is spending half my life trying to get out of here and get a real device job that will afford me a bright future. I strongly suspect that Jim (and I don't blame him) is actively looking for another job in any company that will take him.
To respond to the previous post...Jim Cavanaugh has not got a "blank check" to do anything. The entire US CMF division will probably do $15million in revenue (if they are lucky) in 2011
There are approx 50 -60 employees in the CMF sales division so if you look at the average territory size ($250,000 in sales) and the median territory size is probably close to $200,000 or maybe lower? Even if these numbers are not exact (they are at least very close) OM has a VERY SERIOUS revenue and most likely profitability issue. Where is this blank check coming from?
OM CMF will have to get to a point where they will go back to having fewer reps with bigger territories just to get back in the "black" on the balance sheet. The only expansion will be through adding distributors which I am sure Jim can do relatively successfully.
There have been good and bad reps and good and bad managers but it is an economic reality that with 5 consecutive years of losing business, it is the business model that is flawed and is probably past the point of fixing by "cleaning house" and making more personnel changes.
OM is not buying anyone and isn't a particularly appealing company to be the target of acquisition so I would prepare yourself for a frustrating future with a stagnant company if you join OM.
The advice to run is the only advice that makes sense.
To respond to the previous post...Jim Cavanaugh has not got a "blank check" to do anything. The entire US CMF division will probably do $15million in revenue (if they are lucky) in 2011
There are approx 50 -60 employees in the CMF sales division so if you look at the average territory size ($250,000 in sales) and the median territory size is probably close to $200,000 or maybe lower? Even if these numbers are not exact (they are at least very close) OM has a VERY SERIOUS revenue and most likely profitability issue. Where is this blank check coming from?
OM CMF will have to get to a point where they will go back to having fewer reps with bigger territories just to get back in the "black" on the balance sheet. The only expansion will be through adding distributors which I am sure Jim can do relatively successfully.
There have been good and bad reps and good and bad managers but it is an economic reality that with 5 consecutive years of losing business, it is the business model that is flawed and is probably past the point of fixing by "cleaning house" and making more personnel changes.
OM is not buying anyone and isn't a particularly appealing company to be the target of acquisition so I would prepare yourself for a frustrating future with a stagnant company if you join OM.
The advice to run is the only advice that makes sense.
Anonymous
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Anonymous
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I agree with the previous post 100%.
"add products to their existing portfolio to position themselves as a neurosurgical company (anuresym clips, dura sealant, biologics, instruments, bioabsorbables, etc..)."
OM doesn't have the people or the finances to become a Neurosurgical Company.
Competing against companies like Integra and others with well established product lines...won't happen.
The AutoDriver and OsteoDriver battery powered screwdrivers are the best indication of OM commitment to Neuro. They both Suck and will keep you out of many OR's.
OsteoVation cement is expiring on the shelf all over the country. Unless you have a surgeon in Calif who will do you a favor and fill burr holes with it, don't count on more that a couple of cases a year. Non existent use in the face.
if you are not already in Implant Sales, go for it, but keep your expectations low and start looking for a new, better job after the first year.
"add products to their existing portfolio to position themselves as a neurosurgical company (anuresym clips, dura sealant, biologics, instruments, bioabsorbables, etc..)."
OM doesn't have the people or the finances to become a Neurosurgical Company.
Competing against companies like Integra and others with well established product lines...won't happen.
The AutoDriver and OsteoDriver battery powered screwdrivers are the best indication of OM commitment to Neuro. They both Suck and will keep you out of many OR's.
OsteoVation cement is expiring on the shelf all over the country. Unless you have a surgeon in Calif who will do you a favor and fill burr holes with it, don't count on more that a couple of cases a year. Non existent use in the face.
if you are not already in Implant Sales, go for it, but keep your expectations low and start looking for a new, better job after the first year.
Anonymous
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Anonymous
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hhhahaha ....life has come a full cycle...the previous neuro manager was pushing OM to add neuro products but management did not buy it then.Now again JC is trying the same...why did they fire the PM at the first place. Just does not make sense...I was reading in some other post that neuro had done well in 2008 and 2009. Is that true ?
Ex Manager
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I have nothing personal against OM but they haven't "done well" in 5 years. Neuro is NOT doing well, CMF is not doing well and SBO is doing marginally better (but still nothing stellar) and there is no sign of it changing because doing the same thing and expecting different results is the definition of madness.
I had to suffer at least 4 managers meetings where there were absolutely no tangible and realistic takeaways to help the company. There is no plan at the senior level and if you don't believe me look at the results (if anyone will share them).
I actually left on my own accord and don't regret it for a second. I am no more or less talented than I was at OM, I am no more or less hard working than I was at OM and I am earning 50% more than I was at OM....go figure!
My point being, the company and business model are FLAWED (almost beyond repair) and they will keep failing to achieve the results they say they want with the senior management in place...I keep reading about Jim being a "d'bag" but it is probably just another example of an average guy that cant fix a problem so far gone!
Toby, Phil or Walt can anonymously post what they want in reply to this but 95% of you who have or still do work there will agree with me...
If you take your career seriously...avoid this company like the plague. Its probably a C or D level company in Med Sales.
You'll thank me if you take my advice or wish you had listened if you don't take my advice?
I had to suffer at least 4 managers meetings where there were absolutely no tangible and realistic takeaways to help the company. There is no plan at the senior level and if you don't believe me look at the results (if anyone will share them).
I actually left on my own accord and don't regret it for a second. I am no more or less talented than I was at OM, I am no more or less hard working than I was at OM and I am earning 50% more than I was at OM....go figure!
My point being, the company and business model are FLAWED (almost beyond repair) and they will keep failing to achieve the results they say they want with the senior management in place...I keep reading about Jim being a "d'bag" but it is probably just another example of an average guy that cant fix a problem so far gone!
Toby, Phil or Walt can anonymously post what they want in reply to this but 95% of you who have or still do work there will agree with me...
If you take your career seriously...avoid this company like the plague. Its probably a C or D level company in Med Sales.
You'll thank me if you take my advice or wish you had listened if you don't take my advice?
Anonymous
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Interviewing for position in CMF sales in Houston. Having read this board, things seem very negative. However, can a competent rep make a good living at this position.
Anonymous
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Interviewing for position in CMF sales in Houston. Having read this board, things seem very negative. However, can a competent rep make a good living at this position.
Honestly, as a former RM at Osteomed, I would say no. This company is a real mess and I don't see the CMF side ever getting it turned around. They (Walt) forced the specialist CMF position down our throats and it ended up running off the Director of Sales and some very good RM's. That project failed miserably.
SBO may have some glimmer of hope but the fundamentals are a weak marketing group, backed up by inept upper management in Walt and Toby that are seriously out of touch with reality as it pertains to what the current product mix is capable of delivering.
I hope there are better opportunities for you to take a look at.
Anonymous
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Anonymous
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What would it take to make a real difference here?
Honestly, as a former RM at Osteomed, I would say no. This company is a real mess and I don't see the CMF side ever getting it turned around. They (Walt) forced the specialist CMF position down our throats and it ended up running off the Director of Sales and some very good RM's. That project failed miserably.
SBO may have some glimmer of hope but the fundamentals are a weak marketing group, backed up by inept upper management in Walt and Toby that are seriously out of touch with reality as it pertains to what the current product mix is capable of delivering.
I hope there are better opportunities for you to take a look at.
Anonymous
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Anonymous
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What would it take to make a real difference here?
Honestly it won't change while the current top management is in place. Doing the same thing over and over while expecting different results is the definintion of insanity.
Anonymous
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Maybe a big marketing push?
Osteomed doesn't have brand recognition. Stryker, Synthes, even KLS because of how they dominate children's hospitals are known now because of how they are positioned.
Being THE orthognathic company isn't doing osteomed any good especially since orthognathics are damn near dead. Walt wants Level I's, but if you had a group of Level I's osteomed wouldn't know how to handle them. Especially with a lack of a contracts department in Addison.
Is Sarah still in charge of marketing? That might be a problem. What about Raj?
Product managers need to find a way to update those aweful brochures you are still handing out (I'm sure they haven't changed since I left).
OsteoVation is a game changing product that you don't know how to market. No side by side clinicals ("Yeah sure we are better than HydroSet. Side by side clinicals?...uh no sorry, nothing I can show you doc), terrible marketing material for rep hand outs, and the demo product is useless. You are pushing plates and screws to neurosurgeons who can care less about plates and screws. Refresh your neuro line. Plates, screws and cement aren't enough to spark a surgeons interest.
SBO-stick with what made you what you are today: podiatry. You can't handle orthopedic surgeons like the big companies can. For a small company, reaction time is slow.
Osteomed doesn't have brand recognition. Stryker, Synthes, even KLS because of how they dominate children's hospitals are known now because of how they are positioned.
Being THE orthognathic company isn't doing osteomed any good especially since orthognathics are damn near dead. Walt wants Level I's, but if you had a group of Level I's osteomed wouldn't know how to handle them. Especially with a lack of a contracts department in Addison.
Is Sarah still in charge of marketing? That might be a problem. What about Raj?
Product managers need to find a way to update those aweful brochures you are still handing out (I'm sure they haven't changed since I left).
OsteoVation is a game changing product that you don't know how to market. No side by side clinicals ("Yeah sure we are better than HydroSet. Side by side clinicals?...uh no sorry, nothing I can show you doc), terrible marketing material for rep hand outs, and the demo product is useless. You are pushing plates and screws to neurosurgeons who can care less about plates and screws. Refresh your neuro line. Plates, screws and cement aren't enough to spark a surgeons interest.
SBO-stick with what made you what you are today: podiatry. You can't handle orthopedic surgeons like the big companies can. For a small company, reaction time is slow.
Anonymous
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Anonymous
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former rep here...i am now with another neuro company. i have gotten to know the new rep and he seems like a cool guy. he seems to be doing well with his neuro biz, which seems to be OM's focus right now. they just released a new neuro plating system. how is that going?
stepping back and seeing things from a different point of view, OsteoVation is a hard sale. mainly because very few neuro docs are using anything. it seems if they use anything, they use PMMA.
i was told they are redesigning the CFx tray, thank god!! the plates and screws are fine, that old, bulky tray scares docs off.
although my tenure there was very frustrating, it was an experience that prepped me for a better job. the newly designed brochures (about time!!), new website, and new management seem to be helping. although they have a LONG way to go, at least they understand now what they have to do. too bad that didn't happen while i was there.
stepping back and seeing things from a different point of view, OsteoVation is a hard sale. mainly because very few neuro docs are using anything. it seems if they use anything, they use PMMA.
i was told they are redesigning the CFx tray, thank god!! the plates and screws are fine, that old, bulky tray scares docs off.
although my tenure there was very frustrating, it was an experience that prepped me for a better job. the newly designed brochures (about time!!), new website, and new management seem to be helping. although they have a LONG way to go, at least they understand now what they have to do. too bad that didn't happen while i was there.
Anonymous
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Anonymous
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Interviewing for position in CMF sales in Houston. Having read this board, things seem very negative. However, can a competent rep make a good living at this position.
thought you should know the Houston rep did very well last year. Many reps are struggling but there is also a good share doing very well.
Osteomed has its areas that need improvement but the CMF business has been trending up the last few years. There have been some large neurosurgical titanium accounts that have come on board and the focus on neuro paying off. I realistically don't ever see the day where Osteomed CMF takes over the big companies, there is just to big of a gap and with prices being slashed industry wide it will take more than just a few victories in each territory. People are correct in their statements of the struggle in the orthognathic portion of the business. However, you can make 100k+ a year there if you can land a few accounts. If you can't get your territory out of that 250k range you mentioned in the first year or so then you are going to be looking for another job because you won't make much money.
Most of the reps good and bad eventually move on to bigger and better things but you can get great experience and make pretty good money while doing it if you are any good. There are not many people that remain in place for over 5 years. I can think of 4 maybe 5 out of 50 or so. Sometimes the turnover does lie on Osteomed but it is not always a direct reflection of the company.
The management team is very strong right now in my opinion. There is only one manager who is new that time will tell on but the others have some tenure and have shown results. A lot is said about Cavanaugh on here but he is a great person to work for. I can see how he may rub some the wrong way but he is very good at what he does and most of the sales force buys into him and his vision.
Some territories are dead territories, there is no hope. If anyone is looking to come on board, I would recommend a territory that has produced in the past. Ask the manager for that territories results and ask to contact the previous territory manager. If they can't put you in contact with the previous territory manager it is because things went sour. Most of the good reps that have left are glad to help the next person.
Good luck to everyone in their respective careers and good luck to those on board with Osteomed.
Anonymous
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Anonymous
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The only reason I know JC didn't write that last post is because there were no misspelt curse words.
Company is a garbage can. Seriously, not one person who worked there in the CMF division who has left would ever say anything positive.
And for the above post who is high on cool-aid (or just high cause they were hanging with JC) explain how the management team is strong. Has the Midwest CMF guy from KLS fully redesigned and rolled out the new CFX tray to compete with Synthes max face products? How has the West done with retaining reps? Has OSteovation taken off yet?
Two words. Garbage Can.....
Company is a garbage can. Seriously, not one person who worked there in the CMF division who has left would ever say anything positive.
And for the above post who is high on cool-aid (or just high cause they were hanging with JC) explain how the management team is strong. Has the Midwest CMF guy from KLS fully redesigned and rolled out the new CFX tray to compete with Synthes max face products? How has the West done with retaining reps? Has OSteovation taken off yet?
Two words. Garbage Can.....
Anonymous
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Anonymous
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The only reason I know JC didn't write that last post is because there were no misspelt curse words.
Company is a garbage can. Seriously, not one person who worked there in the CMF division who has left would ever say anything positive.
And for the above post who is high on cool-aid (or just high cause they were hanging with JC) explain how the management team is strong. Has the Midwest CMF guy from KLS fully redesigned and rolled out the new CFX tray to compete with Synthes max face products? How has the West done with retaining reps? Has OSteovation taken off yet?
Two words. Garbage Can.....
-The east coast manager has been with OsteoMed 4-5 years, has been solid and has posted results and growth regularly. He has landed multiple educational programs that are big accounts. He has done some amazing things.
-Midwest or the "KLS guy" has been solid and territory has done well especially in areas like Indy and has 3 of the better reps in the country. he has been here a long time also.
-I guess we will call the other regional manager "the Stryker guy." He is very knowledgable and won the Regional Mgr of the year in his first full year. He is solid and will continue to grow without a doubt. he was a great addition two years ago or so.
-West Mgr "another Stryker guy" has had a rough go. A lot of turnover but has got some things going. It may take him time but like I said, time will tell.
There is a lot of positive in OsteoMed, there is also a some negative.
You can come on here all you want and be a jerk for no reason but I have done pretty well here. I have been with the company in what is considered a "long" time here. i know the good and bad.
If it makes you feel better to bad mouth the company, then have at it but reality is that there is good and bad and I feel I put it out pretty good and fair in the post above you.
The people that didn't do well obviously are sour.
I would work for Jim any day because he will do whatever it takes to get the client as long as it is legal and ethical. Most VP of Sales don't get out on the streets and work with the reps the way he does. he isn't afraid to roll up his sleeves and go to work.
Anonymous
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Anonymous
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-The east coast manager has been with OsteoMed 4-5 years, has been solid and has posted results and growth regularly. He has landed multiple educational programs that are big accounts. He has done some amazing things.
-Midwest or the "KLS guy" has been solid and territory has done well especially in areas like Indy and has 3 of the better reps in the country. he has been here a long time also.
-I guess we will call the other regional manager "the Stryker guy." He is very knowledgable and won the Regional Mgr of the year in his first full year. He is solid and will continue to grow without a doubt. he was a great addition two years ago or so.
-West Mgr "another Stryker guy" has had a rough go. A lot of turnover but has got some things going. It may take him time but like I said, time will tell.
There is a lot of positive in OsteoMed, there is also a some negative.
You can come on here all you want and be a jerk for no reason but I have done pretty well here. I have been with the company in what is considered a "long" time here. i know the good and bad.
If it makes you feel better to bad mouth the company, then have at it but reality is that there is good and bad and I feel I put it out pretty good and fair in the post above you.
The people that didn't do well obviously are sour.
I would work for Jim any day because he will do whatever it takes to get the client as long as it is legal and ethical. Most VP of Sales don't get out on the streets and work with the reps the way he does. he isn't afraid to roll up his sleeves and go to work.
Totally agree!
anonymous
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anonymous
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So, JC is gone from CMF and now this Stryker guy (Seth I think) is in charge. I have heard it is NOT going well at all! I heard they fired their top reps?!?!?! Just because they weren't 'his' guys?!?! Is that true?? Don't they know this is a relationship business! When you are OM you can't let that happen. OM products do not sell themselves. Is what I am hearing true?