ISR's. How do they work?

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Anonymous

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Hey guys. Just had a quick question on how ISR's work and how they sell their lines into the hospitals and o.r.'s. I was recently an asr for one of the bigger med device companies in the south and am looking to get back in the same as most companies seem to be on a hiring freeze with direct reps. This might seem like a no-brainer, but those of you that are ISR's how do you sell your lines into the hospitals when you're up against reps from the big 3? Don't the surgeons favor their products as opposed to what you're bribing in or is basically a relationship sell?

I'm still new to the industry and developed a few relationships with Ortho docs in my area but I don't think they are strong enough to go independent on or is it really not that bad starting off as an Indy rep? I just pictured it being way more difficult because you don't have the marketing and "brand name" behind the products you're carrying.
Any insight?
 












I am wondering this too. I was an ASR for a big med device company but only for a month or two and I am thinking of becoming and ISR here in the south. Is it tricky to get into? Like the OP said, do you already have to have a strong relationship base to get started as an ASR? also, anyone know any good companies to get started with that have good products? Finally, are biologics a tough sell? How to surgeons view these products coming from a non-Big 3 company?
 






Here's my post from another part of the board.

Short version on this is "you eat what ya kill". I would not advise you in this market to just jump out there as a 1099 with no support or reputation.
Hospitals are TOTALLY slamming the doors on new companies and rookie reps. You really need to maybe get in with an independent agency to show the ropes.
Be prepared to make NO money for 9 months to a year as a true independent. Also an independent agency isn't Santa claus, they won't pay you to " try this out" to see if you like it.

To add to that, you really need a strong relationship with a doc now to get beyond the hospital committees not to mention the well established big three and ISRs like me how have been ALREADY working with these doc and hospitals for years.
 






Ok cool, thanks for explaining that without being a d*ck. I understand the "eat what you kill mentality", but didn't know the extent of how different being an ISR was to being direct in terms of getting in the hospitals and seeing the docs
 






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