Light touch approach ?

[Anonymous]

Quote from yesterday article on The Telegraph:


"Mr Bohuon also revealed that the company is piloting a new “no frills” approach in the US for payers, such as hospital administrators, whose budgets cannot stretch to pay for Smith & Nephew’s premium products.
Hospitals using Smith & Nephew products typically get a start-to-finish service, with the company managing the supply chain, providing the operating equipment and sending a company technician to attend the procedure. The “light touch” approach will provide the same device without the added extras.
“In the US between 5 and 10pc of accounts centres buying hip and knees could be interested by this type of thing. That’s huge,” he said, adding that if successful, he will expand the model to Europe.
Mr Bohuon will describe the project in detail when he unveils the company’s second quarter results on Friday this week."

I can't wait to hear all the details.

Is S&N getting rid of the sales force?
FedEx could just deliver implants to the OR door instead.

Good luck !


If you're interested in the whole article check the following link:

http://www.telegraph.co.uk/finance/...nd-Nephew-boss-I-dont-want-a-mega-merger.html

 

[Anonymous]

I haven't the privy of Mr. B., I would guess that 5-10% of accounts are "MOM and POP" community hospitals doing less than 1% of sales volume for hips and knees.

While the idea frightens me, knowing Orthopaedics and the morons that work in Hospital ORs, I am not concerned for my position.

 

[Anonymous]

Looks like SN is getting rid of the sales force so that whatever company that buys them won't have to.