Conned Altrus

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Anonymous said:
I too find it amazing how many people on here blame SM for their failure at ConMed. Did he design the product? If the quality of you sealing device is the issue, than how can he be to blame?

Does the product suck? Blame R&D.

Is the market already loyal to VL? Blame R&D

Is the price too high? Is the quota unrealistic? Blame SM.

That's the only thing I can see him being responsible for. I don't understand why conmed would position a decent device in a comitized market at 40% of the competitors cost. That's the only way to compete.
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SEAN MOORE SUCKS PERIOD!!! SO SHUT UP!
 






SM is responsible for the quotas being unrealistic. 12 Million was the forecast this year and we aren't even at 1 Million. 1/3 of the sales force has left and our market share in other products is declining because we aren't focused on them. The response to half the sales force leaving? A blog about a donkey eating an ice cream cone in 2 minutes when the previous donkey couldn't break 3 minutes. That's helpful Sean, thanks
 






Anonymous said:
I too find it amazing how many people on here blame SM for their failure at ConMed. Did he design the product? If the quality of you sealing device is the issue, than how can he be to blame?

Does the product suck? Blame R&D.

Is the market already loyal to VL? Blame R&D

Is the price too high? Is the quota unrealistic? Blame SM.

That's the only thing I can see him being responsible for. I don't understand why conmed would position a decent device in a comitized market at 40% of the competitors cost. That's the only way to compete.
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While I believe SM is so far out of his league and has no idea how to lead, sell or market the whole thing falls on DM. He is a terrible President who listens to no one, is arrogant, ignorant and quite honestly lazy. In his own mind it is our fault that we cant sell an overpriced me too product. He has had no success since coming here and will blame everyone but himself. As long as he is president we will continue to fail. SM is just his puppet who is the product of the peter principle as was GF, MH and all the AD's and the 2 directors.
 






If you look at companies with new products often the the majority of sales come from the top 20% of sales reps. Why is that? Why aren’t the other territories achieving similar or better revenues? How do we change this trend and move the middle? My belief is we need to have a laser like focus on “Lead Measures.” Lead Measures are measures of activities connected to achieving an end goal (Lag Measures). A “Lag Measures” tell you if you achieved the goal. For example, you can’t control the trait of being prone to cavities, but you can control how often you go to the dentist for routine cleanings and checkups for prevention.
 






Anonymous said:
If you look at companies with new products often the the majority of sales come from the top 20% of sales reps. Why is that? Why aren’t the other territories achieving similar or better revenues? How do we change this trend and move the middle? My belief is we need to have a laser like focus on “Lead Measures.” Lead Measures are measures of activities connected to achieving an end goal (Lag Measures). A “Lag Measures” tell you if you achieved the goal. For example, you can’t control the trait of being prone to cavities, but you can control how often you go to the dentist for routine cleanings and checkups for prevention.
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What has been seen cannot be unseen.

Wow, that is...something.
 












Disclaimer- I'm a former Valleylab rep and was very successful with Ligasure. I moved on to another vessel sealing company start-up years ago that got sold. My thought is that if any company should be really successful with a vessel sealing alternative to Ligasure it would be Conmed. You've got a significant percentage of the cut/coag market and you can:

-bundle
-have all GPO contracts plus IDN contracts
-understand electrosurgery
-have sixty or so reps selling nothing but ESU "stuff"
-give away capital for free
-etc.....

I guess being this late to market plus even with the above advantages makes it tough, especially with me-too and unreasonable expectations? My problem is that i invested in CNMD without really analyzing vessel sealing market barriers thinking you guys would waltz in and play the contract pricing game using manufacturing efficiencies to come out with a me too product that plugged into your installed base (thus not requiring another piece of capital), with good margins yet good price, and start picking off Ligasure accounts starting with your own "low-hanging" fruit accounts. You surprised me with the strategy you took.
 












Anonymous said:
Disclaimer- I'm a former Valleylab rep and was very successful with Ligasure. I moved on to another vessel sealing company start-up years ago that got sold. My thought is that if any company should be really successful with a vessel sealing alternative to Ligasure it would be Conmed. You've got a significant percentage of the cut/coag market and you can:

-bundle
-have all GPO contracts plus IDN contracts
-understand electrosurgery
-have sixty or so reps selling nothing but ESU "stuff"
-give away capital for free
-etc.....

I guess being this late to market plus even with the above advantages makes it tough, especially with me-too and unreasonable expectations? My problem is that i invested in CNMD without really analyzing vessel sealing market barriers thinking you guys would waltz in and play the contract pricing game using manufacturing efficiencies to come out with a me too product that plugged into your installed base (thus not requiring another piece of capital), with good margins yet good price, and start picking off Ligasure accounts starting with your own "low-hanging" fruit accounts. You surprised me with the strategy you took.
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That would have been the smart choice but DM doesn't understand the market
 


















2 more ES reps fired this week, I think that makes 40 fired YTD. Great job Sean, you sure are one hell of a motivator. We can't wait to read your next blog update!! The recruiters love you!!
 


















So the "executives" say they've upgraded our sales force. They also say now that we need to pay attention to GPO's.

Instead of owning responsibility for bringing a product (me too at best) 12 years after Ligasure, mis-directing Wall Street's expectations, and completely missing the mark with miscommunication and lack of manufacturing prowess, they slash an already beaten apart sales force.

What a joke. Sales have leveled off at $500K and capital sales are horrendous. Disposables basically flat. What will happen with the ES division?
 






ES R&D in Colorado will be shutdown and rolled into the Linvatec group in San Mateo, CA. The Linvatec and Conmed sales groups are merging for all other divisions. ES division is dead man walking.
 






Really - Conmed ES and Linvatec sales merging......where do you get your information from as that seems unrealistic given Linvatec has both direct and distributor sales forces. Or is that just wishful thinking from yet another disgruntled employee?????
 






A little realism is that the ES division has zero direction, except down. No way this division evens comes close to profitability, and apparently the executive management team has no clue where electrosurgical technologies and markets have shifted to over the past 20 years. They've missed the mark and the contract driven commodities that are sold at low margins is a death march.

Will this company ever invent? Is there R&D? Flat to declining revenues since '06 and shrinking margins....what a cluster.
 






Not that I disagree with some of your statements; however you still don't address my question as to where your information comes from regarding a salesforce merger.....or are you as usual on this board just throwing out wild comments not based on anything other then wishful BS.
 






I'm late to this conversation but thought it was pretty commonly known that the ConMed and Linvatec direct guys were merging or had merged. The 1099 linvatec guys were still selling the same bag. Heard that R&D, marketing, and training had already merged too. Maybe Conmed ES is excluded?
 






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