Musings From the ADA: Medtech Needs to Balance Health and Happiness in Diabetes

Posted by Andy Kach on June 15, 2017

I just came back from my first American Diabetes Association Scientific Sessions event, held June 9-13 in San Diego, and there were a number of surprising revelations about the medical device industry’s role in diabetes treatment. 


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How Much Do You Trust Your Sales Reps?

Posted by Andy Kach on February 14, 2017

For as long as there have been sales reps, sales leaders have questioned how much they can trust information coming from those reps. It’s a sad state of affairs that many companies don’t trust their sales reps to provide data that’s accurate enough for the organization to act on. The truth is that some reps will provide false information to help themselves, particularly when it can be linked back to incentive compensation. While a few bad apples give the industry a bad reputation, it’s much more important to remember that most reps are trustworthy and have information that can be extremely valuable to the organization.


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How to Become a Trusted Medtech Advisor, and Other Lessons Learned

Posted by Carlos Garmendia on September 23, 2016


We are all aware that the changes in the healthcare industry are significantly affecting the way that device manufacturers are approaching the market. As more hospitals integrate into fewer and larger integrated delivery networks, the shift in buying power from physicians to administrators is resulting in stiffer competition and increasing cost pressures, and manufacturers are challenged with finding new strategies to maximize their top-line revenues.


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All Aboard the KAM Train: Key Account Management Isn’t a program; It’s an Organizational Transformation

Posted by Brian Chapman on March 1, 2016

Everyone seems to be talking about key account management. It’s simple, really: We know that we can’t get away with the old model of clinical promotion in today’s world. This gives rise to the need to create a team of key account managers. Hence, the unstoppable “KAM Train.” Time to get on board.


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Don’t Let Potential Sales Go to Waste

Posted by Andy Kach on February 2, 2016

Every year in the U.S., the average family wastes more than 1,000 pounds of food, according to National Geographic—food that could provide sustenance, and that represents wasted money for cash-strapped U.S. consumers. Surprisingly, the same thing is happening in the medical device space. We’re leaving more and more opportunity on the table.


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