I noticed that Ethicon has been more strategic and nimble with their pricing and offers in the past year, where in the past they have not been. It seems that they have put more emphasis on the important functions. We will fight back.
This type of shit is asinine. A huge ass hospital like this uses one vendor for five years, and then all the docs have to switch because EES was willing to drop their pants a little lower than COV? I know it goes in our favor sometimes also, but doesn't really give a field rep a lot of confidence about being able to sell on clinical efficacy. Bums me out.
Why couldn't we be a bit more aggressive at Hopkins? It is a very prestigious institutions not just in the US but WW. I was disappointed when I heard that we weren't awarded.
Cleveland is a different animal, they wanted the new business rebates and they forced themselves to switch vendors, unless the incumbent is willing to give a high enough retention bonus as Jerry L did back in 2009.
"Selling on Clinical Efficacy" ? This is some kind of joke, right? When was the last time anything was sold on this type of B.S. ? Good laugh Clowns.
I have to agree w/ the above poster. Does anyone who is reading this board honestly believe the endo products (scissors and clip appliers), trocars and suture actually have any kind of clinical sell to them? It's SOLELY sold on price. The surgeons know how this stuff works and it's proven whether it's COV or Ethicon. Applied Medical has completely destroyed this segment of the market with their pants-to-the-floor price drops the past 10 yrs.
I sell for the Surgical Innovations group (if that's still what it's called) and while I agree the endo/supplies stuff is sold on price, stapling and Ligasure still requires clinical selling. It's extremely lame for the SI rep at Hopkins to loose this business. He/she probably doesn't have a lot of big accounts to go after.
Yup, I heard that they hired someone from outside to clean up their pricing/contracting mess. Looks like it's making an impact. I wonder what other big COV institutions they will be go for next.
Cleveland Clinic converting to COV suture? That's a good one. If typical, conversion will fail or they'll convert back to Ethicon in 6-9months. Plastics & CV will drive the failure.
Even if we are giving out our suture for free, no one wants it. We need to improve the quality of our suture. End of story.
