Stuck in an ’80s Selling Model

Posted by Brian Chapman on May 27, 2015

Looking back on the ’80s—leg warmers, Jazzercise, the Walkman and MTV—one can’t help feeling nostalgic, but also perhaps a little bit embarrassed. We were just getting started with personal computing and the technology revolution, so you could excuse a few of the things we did back then that now look a little silly or excessive. We didn’t know any better. It was a different time.


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Establishing Credibility After a Time of Neglect

Posted by Matt Scheitlin on May 18, 2015

Maintaining long-term personal relationships is hard work. It takes conscious effort and constant focus in order for any relationship to survive. What’s often even harder, however, is rebuilding a broken relationship. Any relationship therapist will tell you that the inability to rebuild trust is what ends up destroying a relationship for good. This sentiment holds true in the business context as well.


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Flexible Resources: The Wave of the Future?

Posted by Andy Kach on May 11, 2015

How do you appropriately cover an increasingly diversified set of customers?


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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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