The End of the ‘Features War’: The Changing Definition of Value in Medtech

Posted by Brian Chapman on June 8, 2017

This blog post also appears on The Advanced Medical Technology Association's Medtech Conference blog.

Flipping through the duty-free catalog on a recent flight, I was amazed that the luxury watches section spanned 38 pages and touted features like triple-polished sapphire crystals, 300-meter water resistance, rotating bezels and dual faces with multiple time zones. I nervously glanced at my own Garmin GPS running watch and its blocky digital time display.


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Buy the Brand or Buy the Rep? Offerings for Both Types of Orthopedic Customers

Posted by Tobi Laczkowski on May 4, 2015

One of the areas of increasing scrutiny within the medtech world in recent months has been the recognition that the selling expense, often masked within a company’s SG&A (selling, general and administrative expense), is higher within medtech than most other industries.


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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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Why P̶r̶e̶v̶e̶n̶t̶i̶n̶g̶ Delaying Surgery Can Be Big Business

Posted by Matt Scheitlin on April 13, 2015

Orthopedics has been one of the great medtech success stories of the past 50 years. The transformative joint-replacement procedures and technology have mitigated enormous sources of pain and restored mobility in patients—with all of the cardiovascular, weight control and associated health benefits included.


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Don’t Forget the Patient

Posted by Andy Kach on April 7, 2015

With the increased commoditization of products and the rapidly increasing “fast follower” environment in medical devices, manufacturers are struggling to find the differentiating value they can bring to their primary customers, health-care providers. While millions of dollars are spent researching what makes a doctor tick, many manufacturers may be missing a significant driver of value for health-care providers.


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