Syncera

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Seems S&N caught on to the rest of the device world in understanding that most of the ortho reps (joints or sports med) don't sell shit. Most of them cover cases and "maintain" relationships.
The IDNs and GPOs don't care whether you're buddies with Dr. So-and-So because your hip or knee or anchor or shaver blade is the same as the rest. The docs should know how to put use it know. Price and contracts are all that matter now so a cheaper sales model will serve them just fine.
Good luck!
 






Good post. The truth is, there are very few reps who truly "sell" anymore. Much of this is due to the heavy contract driven culture, which means you are either "in" or "out". No reason to go to an account where they can't use your products, and if you are on the contract, the fear of losing the business is reduced since there is usually only one other company on the agreement. It has become a world of service reps, and the customers are realizing they are paying way too much for a service rep. The worst part of this Syncera decision is it WILL bleed over to the other manufacturers, so those of you snickering at S&N reps misfortune be prepared. I can't imagine a hospital who is using Stryker or Zimmer not saying "why can't we get YOUR implants without a rep at a reduced cost?" It's gonna happen, which means there is really no where to go if you are thinking of jumping the sinking SN ship.
 






Really? Have you people been in the OR? I've never seen an Administrator there either...Seems to me the Docs will have the last say in this as they are bringing the patients to your Hospitals...And trust me, they have choices. Unless they live in the boonies, in which nobody cares.

The high volume guys want to come and go. Case after case, and believe it or not YOUR orthopaedic coordinators have no clue which trays to open, the moron scrub techs have little if any clue how to put instruments together and the Docs don't want to be bothered with pulling implants and remembering which are compatible with which.

On paper and in a perfect world, Syncera makes sense. But, as I've stated before, even the best OR staff, (and they are few and far between), would be able to handle even a two or three joint day w/o a major disaster, let alone day after day with multiple surgeons using even 2 or 3 manufacturers.

And quite frankly, it would only take ONE wrong implant or failed implant because of human error lawsuit to wipe out ALL the savings for MANY years.

"The world is grey Jack"!
 






Anonymous said:
Really? Have you people been in the OR? I've never seen an Administrator there either...Seems to me the Docs will have the last say in this as they are bringing the patients to your Hospitals...And trust me, they have choices. Unless they live in the boonies, in which nobody cares.

The high volume guys want to come and go. Case after case, and believe it or not YOUR orthopaedic coordinators have no clue which trays to open, the moron scrub techs have little if any clue how to put instruments together and the Docs don't want to be bothered with pulling implants and remembering which are compatible with which.

On paper and in a perfect world, Syncera makes sense. But, as I've stated before, even the best OR staff, (and they are few and far between), would be able to handle even a two or three joint day w/o a major disaster, let alone day after day with multiple surgeons using even 2 or 3 manufacturers.

And quite frankly, it would only take ONE wrong implant or failed implant because of human error lawsuit to wipe out ALL the savings for MANY years.

"The world is grey Jack"!
Click to expand...

Keep dreaming. The move to hospital-owned physicians started this ball rolling. They won't need reps (look at Mayo - most if not all reps are banned unless absolutely necessary). They'll send their techs for training or use this Syncera to offset the need for a "sales" rep.
 












Anonymous said:
Keep dreaming. The move to hospital-owned physicians started this ball rolling. They won't need reps (look at Mayo - most if not all reps are banned unless absolutely necessary). They'll send their techs for training or use this Syncera to offset the need for a "sales" rep.
Click to expand...

Have you ever been to Rochester? Plenty of reps in the OR.
 






Need to get back on track with this thread…. Syncera (like White Box)…does that mean S&N is raising the white flag, throwing in the towel, assuming the position, etc??
 






Anonymous said:
Have you ever been to Rochester? Plenty of reps in the OR.
Click to expand...

Denying reps access to the OR will only increase surgical time and the potential for error due to the many options available. It's that simple.
Increase OR time is related to increased infection.
A technical error could cost $$$ for having to open a different size, etc. or worse a complication and re-operation (don't forget about the reported mismatched sized metal-on-metal cases).
Either would wipe out any of the perceived cost savings.
Boom!
 






A well timed initiative to thin the herd just before the impending take out. Even if you survive the slaughter you'll wish you'd been offered a package to leave like all the fortunate zombies before you. There's no good option. Your life is about to suck even more than usual.
 


















I think SNN maybe daring to "jump first" into a dark place in the market in a desperate attempt to get bought at a fair price for dismantlement purposes. Why wouldn't Stryker jump on this before they screw up the US market going forward? This would finally make their sharholders happy. Then the ortho market may stabilize for the time being.
 












Anonymous said:
Good post. The truth is, there are very few reps who truly "sell" anymore. Much of this is due to the heavy contract driven culture, which means you are either "in" or "out". No reason to go to an account where they can't use your products, and if you are on the contract, the fear of losing the business is reduced since there is usually only one other company on the agreement. It has become a world of service reps, and the customers are realizing they are paying way too much for a service rep. The worst part of this Syncera decision is it WILL bleed over to the other manufacturers, so those of you snickering at S&N reps misfortune be prepared. I can't imagine a hospital who is using Stryker or Zimmer not saying "why can't we get YOUR implants without a rep at a reduced cost?" It's gonna happen, which means there is really no where to go if you are thinking of jumping the sinking SN ship.
Click to expand...

Sports med box openers/babysitters should be very concerned. makes more sense here than in Recon
 






Anonymous said:
Really? Have you people been in the OR? I've never seen an Administrator there either...Seems to me the Docs will have the last say in this as they are bringing the patients to your Hospitals...And trust me, they have choices. Unless they live in the boonies, in which nobody cares.

The high volume guys want to come and go. Case after case, and believe it or not YOUR orthopaedic coordinators have no clue which trays to open, the moron scrub techs have little if any clue how to put instruments together and the Docs don't want to be bothered with pulling implants and remembering which are compatible with which.

On paper and in a perfect world, Syncera makes sense. But, as I've stated before, even the best OR staff, (and they are few and far between), would be able to handle even a two or three joint day w/o a major disaster, let alone day after day with multiple surgeons using even 2 or 3 manufacturers.

And quite frankly, it would only take ONE wrong implant or failed implant because of human error lawsuit to wipe out ALL the savings for MANY years.

"The world is grey Jack"!
Click to expand...

Your response actually validates the fact that there is very little selling going on anymore. Everything you stated has to do with service, not sales. Imagine now if a facility doing 1000 joints per year can save $1000 per joint. That equates to $1mm dollars. They could hire 3 strong technical reps for $100k a piece to help them decide which trays to open, which insert to use, etc. and still save $700k annually. I agree that technical support is still taking place. What isn't happening anymore is selling. This is not a condemnation of the sales force. It is the hand that is dealt by contracts and hospital administration, product evaluation committees, etc.
 












This is business guys, it's substantially cheaper to lock in a contract that includes a service rep...let's say a retired rep, experienced tech and/or nurse. There will always be opportunities to SELL products in to the OR but it will become more difficult and less surgeons driven, similar to a European model. I mean lets be real pushing a surgeons to using your widget at the scrub sink is fucking absurd but I do it...Those who can truly sell to all parities included (materials, surgeon and c-suite) will continue to make good money. The days of easy money are gone. Good luck.
 






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