Direct vs. Distributors

[Anonymous]

"...who will use whatever they are told to use based on price" -- this is a bit leading. An implant is an implant. All are designed (and meet) based (on) basic human parameters. We the reps, have "won over" the surgeon based on our instrumentation and reliability of our support in the OR during surgery. Simple (to most).

Can YOU offer me a Femoral Component for 20% less AND a competent rep to help me in the OR?? If THAT answer is 'Yes', then I have to come on board. Simple, yes?

It is only a matter of time before hospitals demand a femoral component for 20% less AND a competent rep to help in the OR. Price erosion is already happening and is widespread in markets all across the US. All of the big ortho companies will chase the business despite the margin hit, under the fantasy of trying to up sell to something more expensive. Emphasis on FANTASY.

 

[Anonymous]

It is only a matter of time before hospitals demand a femoral component for 20% less AND a competent rep to help in the OR. Price erosion is already happening and is widespread in markets all across the US. All of the big ortho companies will chase the business despite the margin hit, under the fantasy of trying to up sell to something more expensive. Emphasis on FANTASY.

What other choice do they have? Do you have a better solution?

 

[Anonymous]

Sounds like some reps are "whistling past the graveyard". The days of thinking you are indispensable are over!