C'mon, its not like our products provide any real clinical value over a competitor. Everyone has an endokit now and it is a race to the bottom on price. You honestly think a nurse manager is going to care about our enzymatic detergent when she/he has incentives to provide cost savings to the hospital? The SUP items in our bag are commodity products that we import from China.
Look, I'm by no means an Endochoice fanboi. There are a lot of frustrations, some anger, and disagreement with how the company is being handled and ran. Fuse was rushed to market way to fast and the organization highly overestimated physician adoption.
With that being said, our kit business is rather easy to defend and grow. We lowered our pricing to be competitive, and yes, I will tell you that I have leveraged the old and now new enzymatic study to not only prevent loosing business but convert and grow new customers. Im not saying I haven't lost business, I have indeed lost a few accounts that I have not been able to get back as of yet. But for the most part, the Endokit is a good solid product that does have a clinical superiority and yes, people will buy off of that and also not switch as long as you are position it correctly.
Regarding out devices. I'm not going to sit here and tell you they are the best devices to be placed in the physicians hand. Do I think they are decent to good? Sure do. I've had fairly good success at full asc conversions, and driving the needle and snare into hospitals. Additionally our rescue is a no brainer sale. That has to be the damn easiest thing to sell in our bag at the hospital level. It's not a high revenue driver but it still puts money in my back pocket every month.
Selling pure is pretty damn easy also considering we're half the dilution ratio to most competitor and cheaper. Again, most but not all.
Regarding our pathology. Path is a challenging sell without a doubt. I have had some success in turning on a few accounts that have added great revenue and money to my paycheck. I wouldn't say my success is amazing but it's been decent, others have been rather successful with it. Our path lab really is pretty damn good and there are services we offer that others don't.
There are some inaccuracies of what you said regarding the devices however. Yes, they are made in China. The forceps are not our design and we aquired it. The handle of the needle is not ours, but the cath and distal end were designed in house. Snare is our design also. Almost everyone agrees that having the product made in China is and was a bad idea but that was a top level decision.
Am I uncertain about the future of EC? Yes, hell yes. Anyone that is either truly believing we're going to be just fine is a fool and anyone that thinks we will just close up shop is a fool also.
With this long winded post, if you are really struggling and are failing with our infection control side of the business then you need to leave and go find a company where you can just renew contracts and PO's or go to pharma (directed towards the original poster not you.)
Also, I'm assuming the person that posted how hard it is to sell SUP is the new girl from Texas who told me at NSM "I can't believe how hard it is to sell sup here, it's insane." I nearly rolled on the floor with laughter.
