The Case for Case Coverage: Old-School Waste of Resources or Irreplaceable Barrier to New Entrants?

Posted by Brian Chapman on April 20, 2015

Implantable medical device companies are fascinating and frustrating. In many cases, we see mature companies with good product margins but outsize selling costs well above 15% of sales. It is a labor-intensive endeavor to make and distribute medical devices, apparently requiring hordes of well-dressed career salespeople and fleets of company cars. This army of hardworking men and women spend their days driving, parking and dressing in green to cover surgical cases.


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