Navilyst Medical

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Expect 140 to 150 first year, top reps (8 or so) are earning 210 to 230, currently 45 reps in the company. Bonus are good if you're over plan. Territories are large, expect at least 2 competitive reps from every major competitor. Regional Managers are stretched, they've got 8-9 reps each, don't expect lots of personal development attention. Their plan is to grow so eventually they’ll add head count which should make opportunities for Regional Manager Positions but I don’t think growth is sure thing. Since being bought from Boston Scientific a few years ago they’ve not really grown much at all. It’s a private company so financials are not visible but I believe company is very lean and profitable. Lean is good for the bottom line but product launches are slow to come and a little half baked given that Marketing and Product Management is lean to. Marketing materials and sales tools are also pretty weak too but reps sell around it.

Products sold include fluid management product used in the cath lab and IR, a limited percutaneous drainage line, very good PICCs, decent ports, a limited dialysis line and micro puncture sets. This is entry level device stuff in my opinion. I’m not saying “entry level” is a bad thing, by “entry level” I mean that these devices are not terribly complicated and reps don’t require a high level of clinical acumen like a ortho rep or CRM rep would need.

Company is owned by Avista Capital Partners, a venture capital group with deep pockets. If Avista believes Navilyst is worth investing in they’ll pour in money. Avista’s goal is to sell Navilyst or take it public after some growth. They’re working towards an “event” i.e. taking company public or selling Navilyst that will cause some instability so that’s kind of a down side. Conversely, even big companies can get bought or sold in today market. Navilyst has a decently talented sales force but very few GPO affiliations and the competition in their sweet spot, the PICC market, is getting stronger by the day. PASV is the foundation of their PICC technology, nobody else has anything as good but antimicrobial PICCs are gaining momentum and the tide could turn. Rumor has it they're working on stuff to stay competitive in the PICC market, we'll see.

Call points are primarily IR and Infusion RNs. Some of the weaker buyers / customers in the device world but there's a fair amount of money flowing through those channels, satisfaction calling on them depends on what you like. If you want a strong buyer who can push product in like a vascular surgeon or cardiologist, go else where. If you’re looking at Navilyst as a stepping stone the most logical place to go after Navilyst would be a PV company. You get to know vascular surgeons to some extent by selling ports and you get to know IRs pretty well too. They do sell some cath lab stuff but you don’t have any interaction with the Cardiologists, only the tech staff. It’d be tough to make the jump to an interventional cardiology company from Navilyst. If you enjoy a complex sale where you've got to tie in referring MDs, implanting IRs / RNs, and Materials Mgmt then this is the place for you. Many of the products are me too products. That's good and bad. Bad in that every body else has got what they’ve got. Good in that you're more valuable as a rep in that relationships are often what make the difference. If you had the best technology in the market revenue drives itself and reps become less valuable in my opinion.

Sales management is extremely fair and always has been. They expect performance but know that bad things happen to good people and appreciate the cost of training new reps. They've been known to pay reps at plan when quality or supply chain issues effect revenue.

Overall, decent place for reps with good small company culture. Jury is out regarding growth potential, could happen or they could push sideways as they've done for the past 2 years. I'ts entry level device sales with the ability to work up to 200+ income in 3-5 years.
 






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