Repertoire: What makes you optimistic about the current state of medical products sales? What causes you concern?
Sam Marshall: I continue to be optimistic about the current state of medical product sales because of the champions. There are champions in every healthcare facility that understand the medical sales rep. The champions care about nothing other than patient outcomes and making a difference. Champions “get it” and do what it takes to get the medical sales rep to the right decision-maker. The champions keep the medical sales industry alive. My concern is the financial crisis of the hospitals I serve. Less revenue emphasizes focus on the dollar amount and not what makes a patient better. Hospitals require purchasing managers to answer to financial reports without explaining the need and benefits of certain products. Larger distributors move products on volume and don’t provide the personal service of a specialty distributor. This lack of personal service leaves clinicians uneducated about procedures that increase risk to the patient.
Dan Hilton: What makes me optimistic is that every challenge is an opportunity. We all have a choice, to live a life half full or half empty. I, like most, don’t like change, but try to embrace it. I have found while others are worrying about what may be, they leave great opportunities for those of us focused on the customer and embracing the change. From a larger prospective, I think there is a great opportunity and reason to be optimistic. Technology is changing very fast, and with it, new products to sell. Our population is also aging, which at least for the next 20 years or better will bring continued growth.
Amy Annis: The Affordable Care Act should keep clinics full with insured patients and should reward preventive care. This is all good. The Affordable Care Act is driving consolidation across the board. Consolidation is costing people jobs: this terrifies me. Go-to-market strategies are being evaluated carefully and may change the way customers buy and the supply change functions. Again, market consolidation is driving this. GPO fees are ludicrous. Distributors and manufacturers are subject to many junk fees.
Jack Moran: I am somewhat positive about the current state of medical product sales. I am concerned about how quickly all of the consolidation has happened within the end users and distribution.
Rich Bilz: Can’t say I’m 100 percent optimistic, but at least we are moving up and not down in sales. My concerns are margins being driven down by IDNs and so many GPO players in the market. Everyone is fighting for their small piece of a large pie.
Chris Lord: I am somewhat positive. With healthcare reform in the front of everyone’s mind, it is going to make every one think of different ways – sometimes outside the box – to stay viable in the ever-changing market.