Question from media about rep-less sales models

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Anonymous

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Hello -

I'm not sure what the etiquette here for this kind of request but I'm a reporter for Modern Healthcare, a healthcare business trade magazine, and am writing about the trend toward so-called rep-less sales models, especially for orthopedic implants. I've talked with hospitals and manufacturers but am also interested in hearing the perspective of reps on this kind of model.

If you're interested in chatting, even on background, let me know. Here's my contact information. Or if you have seen any threads about this topic, send me a link.

Email: jlee@modernhealthcare.com
Desk: 212-210-0471

Thanks,
Jaimy
 












Jaimy, You are wasting your time posting on the Ethicon board. Yes, Ethicon has presented rep-less contracts in Chicago and LA. Ethicon reps are all in la-la land thinking they are needed in the OR. They don't even see the end of their jobs coming.
 






Anonymous said:
Jaimy, You are wasting your time posting on the Ethicon board. Yes, Ethicon has presented rep-less contracts in Chicago and LA. Ethicon reps are all in la-la land thinking they are needed in the OR. They don't even see the end of their jobs coming.
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So says the guy who got fired or "left for greener pastures" and would give anything to still be at ETHICON
 






Anonymous said:
So says the guy who got fired or "left for greener pastures" and would give anything to still be at ETHICON
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That's right, Jaimy, every other company in the med device space is looking to move to a repless model, including all the ortho companies, except ETHICON. Those contracts in Chicago and LA were just accidental.
 






























Great topic. It's more than just Rep-less deals/offers.Please also discuss the concept of access all together. Liability , etc. Would be curious "IF YOU ARE REAL" the future of the need for reps at all . Projection is service reps aka ortho.no the conversion reps. Deals done at C level NO SELLING IN TEH OR NO CHASING CASES > TIMES ARE A CHANGING MIGHT NEED TO REALLY CONSIDER MOVE TO MANAGEMENT ,If i want to stay in the medical sales arena
 












good discussion. I think the term "repless" may not be a bit confusing. I think there will always be a need for reps but just not necessiarly in the traditional selling role we know today. Rather, they will be more oriented to service. The sale will occur at the IDN purchasing level and part of that contract for the goods will include a service model from the manufacturer.

This will of course likely change the way reps are paid and possibly also their qualifications. Commissions will likely evaporate and go to base salary only. And credentials may swing more to a light medical background such as MSL or PharmD.

Jaimy has a profile on Linkedin so i would say she is legit. regardless, good discussion no matter what the agenda.
 






Regardless of the quality of the debate or "legitimacy", you do have to question the legitimacy of a journalist soliciting opinions from a site known for its prevelance of TROLLS. This is fact, CP is the home field for disgruntled current & former employees. It's frightening to think a "journalist" could take anything serious from a single post on here as fact. But I think I may be giving them too much credit
 






This has nothing to do with trolls. This is a timely discussion about the changing or disappearing roll of med device reps. Ethicon has presented no-rep contracts to customers. S&N is offering up 40-50% discounts for no-rep contracts. Customers will be asking for no-rep contracts. I don't see anything wrong with a journalist posting on this board to find out which companies are offering no-rep options.
 






Jaimy, a high level source in Cincinnati told me confidentially that the motivation behind the rep less contracts is less about exploring new models, and more to do with declining relevance and marketshare due to the THUNDERBEAT. Declining sales = no need for representation. This is illustrated in the recent no rep contracts seen in a few markets. One way to determine if a repless model is legitimate is to ask a hospital if their surgeons use THUNDERBEAT. If the answer is yes, than a repless contract is likely a winner for both sides
 












Anonymous said:
Jaimy, a high level source in Cincinnati told me confidentially that the motivation behind the rep less contracts is less about exploring new models, and more to do with declining relevance and marketshare due to the THUNDERBEAT. Declining sales = no need for representation. This is illustrated in the recent no rep contracts seen in a few markets. One way to determine if a repless model is legitimate is to ask a hospital if their surgeons use THUNDERBEAT. If the answer is yes, than a repless contract is likely a winner for both sides
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Wow...you Olympus trolls are really trying on our board. I guess you have to come here and pump up your product since you can't do that in the OR.

Enjoy your small market share and keep telling yourself that someday, you'll be #2 in the market if you give away enough capital and disposables.
 






If you are paid on what you sell , you want to be on the bottom vs having it all with no where else to go but down.. The EES reps in th early 90's are the ones who sold and they were compensated accordingly. they are the ones who built a great company. You my friend are the type of rep who made EES the great company it once was.....
 






Just another power grab by the bean counters with no concern for patient care. I'm sure the politically motivated, pseudointellectual derelicts will pat each other on the back for such an ingenious concept.
 






Anonymous said:
Just another power grab by the bean counters with no concern for patient care. I'm sure the politically motivated, pseudointellectual derelicts will pat each other on the back for such an ingenious concept.
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Not having an EES rep, or any other rep, will not have adverse impact on patient care - get over yourself! It's a trocar, or stapler - my kid could figure it out.

Think of all of the cases that occur when a rep isn't present that "miraculously" work out. If they need help, they'll call
 






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