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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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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The Pacemaker: Making Medtech Tick

Posted by Tobi Laczkowski on March 30, 2015

Hello, and welcome to The Pacemaker, a blog dedicated to the commercial/sales and marketing aspects of the medical products world. This blog will aim to be timely, topical and relevant for leaders of medical products companies, including C-suite, general managers and VPs of sales and marketing. We’ll use a team of contributors who have each been in the med-tech world for 10-plus years, and collectively, we have experience across essentially every subsector of the space. From a geographic perspective, we’ll aim to reflect roughly the makeup of the industry, which tends to be about half U.S. focused and half other regions of the world.


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