Mass conversion to Stryker products

A teaching instituiton I work at recently flipped their drill, CMF amd aneurysm clip business all to Stryker from various other companies. All of the surgeons didn't even have a choice, they were just told they had to use the new products. Has anyone else encountered this and if so how do they do it?

 

Its going to start happening in every segment of business. Stryker offers hospitals, especially HCA institutions contract pricing that saves the hospital a great deal of money. Foot and Ankle, Sports, Trauma are all experiencing the same thing.

 

At this facility the companies that lost the business were allowed to match pricing but it still did not matter in the end. There has to be more to this than simply offering a big price cut to gain business, that would be to easy.

 

You sound like a competitor that just lost all of his business and your left scratching your head!

 

Looking from the outside Stryker is the one company that scares me most, they may not have the same offerings we have in joints right now, but as far as providing a hospital with a total package (beds, power, sports, trauma, joints etc) they are set to dominate as more and more hospitals convert to these single vendor contracts.

 

Stryker does not provide clips so you are full of it

 

Stryker scares you most? How about the company that sells every product line you just mentioned and don't forget Ethicon products too. JNJ is also offering these deals with a fat rebate to the hospital. Who has better products? That's debatable but the core big money metal goes to JNJ. Joints, Trauma and Spine definitely go to JNJ. Power goes to Stryker. JNJ does not do Beds but Beds would never be part of one these bundle deals we are talking about. I may be wrong but I'd be shocked. Stryker wouldn't want to have them in the deal because they don't need to. All this said, Stryker is def going to profit over the next couple decades but if I'm betting on a company to do better, I'm taking JNJ.

 

I totally agree that Stryker is way more of competitor to fear than Depuy/Synthes, when it comes to taking over hospitals, using contracts and bundling. At least in my territory, Stryker is a well oiled machine at doing this, and Depuy/Synthes isn't. You have to remember that Stryker can cover more product areas than Depuy. Depuy doesn't have: Power equipment (except the Synthes power line, which is not competitive), waste management (Neptune), Arthroscopy, and Endoscopy. It sucks to compete with Stryker, but I have a lot respect for how they're run.

 

What is the need for Styker product line reps if they have a procare specialist in place? Seems like a lot of overhead to pay the rep and procare specialist when the deal is made on bundling and cheap pricing? Any ideas?

 

You need the rep to land the deal. The pro care spec handles the cases and cannot get the deal to the table. Two totally separate responsibilities in most cases.

 

So the ProCare reps are used for case coverage too? I definitely agree the rep is needed to land the deal, but it seems like the rep wouldn't necessarily stay that busy, with all the help of the ProCare rep. Obviously that would depend on the territory and marketshare within the territory, but it seems like Stryker has cut the territory sizes way down.

 

I don't know what happened in the central region of Florida. They use Midas rex drills because the stryker rep is an idiot. I don't know why the company hasn't figured it out yet. He sure likes to talk a lot of smack for someone that is laughed at!

 

As as DePuy rep I can say that Stryker is more prepared to bundle Today than we are. They have been done a lot better job aligning all the sales forces to work together. I don't work with our mitek or spine guys and only occasionally with our Synthes trauma guys. If Depuy can ever figure how to bring all the sales forces in line then they could really go after Stryker. When you start adding just device side stuff like anspach, ethicon, codman, biosense Webster, Jansen, wound care, etc you really start to add up a lot up areas in a hospital. Sure they could beef up sports med, need video towers, and need a few upgrades to Synthes power for the surgery side but don't act like that can't be solved quickly with J&Js capital.

 

Depuy could buy Conmed, to get the Linvatec video towers, and also sports med, to add to the Mitek line (and someone is going to buy Conmed). They would also get Hall power, but would have to figure what to do with the shitty Synthes power line (do away with it maybe?). And then they would just need something to compete with the Stryker Neptune. At that point, if Depuy could figure out how to do business like Stryker, they would be a huge threat to Stryker.

 

This makes tons of business sense and is why Depuy won't do it. They lack of effort by J&J to go after hospitals with there entire portfolio is a joke.

Stryker is smart in these tactics. They were ahead of the curve in going after community hospitals and making them use only stryker for steep discounts. There management does an excellent job in allowing the sales rep to build business. Unfortunately alot of those reps aren't any good.

 

Ex Stryker here and proud of it. I now work for the competition but still bleed "old school Stryker". It has been said by an older sales mentor of mine " no bucks no Buck Rogers". 6% cuts ties. Stryker, you hired me because I made an "A" on that corny test twice. And you hired me because I chased "The Holy Dollar".

Folks, The answer how to beat Strykers bundling deals is like the devil. It is always in the details of any deal. I will tell you how to do it if you pay me a percentage of what we recover. Or you can read "The art of war" by Sun-Zu. The book also has the answer.

Not like in I'm warning my enemy here. New Stryker isn't the old Stryker and visa versa. See ya Mutha %^** in the ring. I got your number. LMAO.

 

Sweet grammar bro. Need my secret decoder pen to decipher that.

 

It's Cafe Pharma. What do you expect? I'm not worried about grammar . You get the point or you don't. I'm posting anonymously, that should tell you something "Einstien".

 

don't worry about things you will never ever be able to control. the shareholders are all that matters. despite the stock dip in 08/09, stryker stock bounced back and is better than ever gents. JNJ? even better. that is all that matters. spend your money on the snowballs - they can't be stopped. applaud your competition as their stock rises and you benefit on both sides. the numbers are indisputable. g'nite