The Market is Drying Up !

Quote

Anonymous

Guest
Seems like more and more doctors have sold to local hospitals. This is not good for any Sales Representative. It is getting harder and harder to find physicians that make their own decisions.

What are you seeing in your market?

I have seen some statistics where things are going in the next 5 years.

Let's try to have some productive thoughts please.

Thank you
 






Anonymous said:
Seems like more and more doctors have sold to local hospitals. This is not good for any Sales Representative. It is getting harder and harder to find physicians that make their own decisions.

What are you seeing in your market?

I have seen some statistics where things are going in the next 5 years.

Let's try to have some productive thoughts please.

Thank you
Click to expand...

Those facts make me sad, so let's talk about something that makes me happy right now: Sumo oranges. Anybody try them? They're all over the markets on the West Coast, and they're incredibly sweet and juicy. They're a little spendy, but gosh, they're delicious...
 












Anonymous said:
Seems like more and more doctors have sold to local hospitals. This is not good for any Sales Representative. It is getting harder and harder to find physicians that make their own decisions.

What are you seeing in your market?

I have seen some statistics where things are going in the next 5 years.

Let's try to have some productive thoughts please.

Thank you
Click to expand...

Assuming you work for Labcorp, haven't things dried up enough for you already in life?
 






As anticipated, I was hoping for a productive topic we all face in Laboratory Sales. However, all you get is the negative comments of reps that are nothing but negative.
 












Well, I know it's probably not a popular idea, but here's a return to the original post... the aforementioned situation has been occuring in my area for 2 years now. Literally, nearly every physician is now a part of some hospital group, and seems that the only ones left are nearing retirement. Not sure where all of this is going to go, and coupled with the imminent implementation of Obamacare, the future is bleak, at best. Kudos to the hospitals that saw an opportunity and took full advantage of it. It's a shame that we don't have forward-looking, creative leadership, at LCA. Methinks that we shall all be left holding the proverbial bag... full of nothing but an invitation to the unemployment line. What say ye?
 






Anonymous said:
Well, I know it's probably not a popular idea, but here's a return to the original post... the aforementioned situation has been occuring in my area for 2 years now. Literally, nearly every physician is now a part of some hospital group, and seems that the only ones left are nearing retirement. Not sure where all of this is going to go, and coupled with the imminent implementation of Obamacare, the future is bleak, at best. Kudos to the hospitals that saw an opportunity and took full advantage of it. It's a shame that we don't have forward-looking, creative leadership, at LCA. Methinks that we shall all be left holding the proverbial bag... full of nothing but an invitation to the unemployment line. What say ye?
Click to expand...

I can assure you, ARUP and Mayo are not missing the opportunities!
 


















If hospitals can buy a kit and do their own testing, then that's great.

Face it, there is no work left in this world except robot design and repair. That too will be automated soon.
 






Anonymous said:
Finally an intelligent response to the topic. LabCorp lives in the short-term mode and really missed this one. Sell your stocks before it is too late.
Click to expand...

According to CMS, Hospital Outreach Labs (and their associated networks), represent the second largest segment of the testing services market, after independent labs (Quest, Labcorp, Sonic, Bioreference, Solstas, etc.). POLs are third.

What are you doing to penetrate the hospital outreach segment of the market?
 






Yes, there is a major shift in the Market. Its going to be a much smaller pie and the sales environment is going to evolve in conjunction. It will be much more strategic and less of the "how many visits I make to the docs office". In the future all labs are going to need less and less sales people. The ARUP and Mayo "types" may in fact have a better position to take advantage of the new reality. However, they may not have the type of sales people in their business now to capitalize. Your sales force may look more like the type of business that sell to labs or sells consulting services to larger institutions.

The people who were decision makers are increasing being removed from the buying process and probably should be for routine lab services. The more esoteric to more input may be need the individual docs but it will still be algebraic democracy on the decision.

The person who started this tread sounds a lot like an analyst trying to understand the fundamentals of the market, probably trying to confirm what he/she is reading in the tea leaves.
 






Anonymous said:
Yes, there is a major shift in the Market. Its going to be a much smaller pie and the sales environment is going to evolve in conjunction. It will be much more strategic and less of the "how many visits I make to the docs office". In the future all labs are going to need less and less sales people. The ARUP and Mayo "types" may in fact have a better position to take advantage of the new reality. However, they may not have the type of sales people in their business now to capitalize. Your sales force may look more like the type of business that sell to labs or sells consulting services to larger institutions.

The people who were decision makers are increasing being removed from the buying process and probably should be for routine lab services. The more esoteric to more input may be need the individual docs but it will still be algebraic democracy on the decision.

The person who started this tread sounds a lot like an analyst trying to understand the fundamentals of the market, probably trying to confirm what he/she is reading in the tea leaves.
Click to expand...

Very well stated.

Quest has known for years that hospital outreach labs were the growing segment of the testing services market. It's been in the Strat Plan. What they haven't done has been to respond to that threat. Most hospitals can only perform routine testing. Exceptions would be institutions like Mayo and Cleveland Clinic. The hospital labs rely upon Quest, LCA, Mayo, ARUP however, to perform esoteric testing that they do not have the resources to perform themselves. The solution is a salesforce that targets hospital outreach labs for their esoteric testing (oops dare I say GETS) and a salesforce targeting the remaining (but dwindling) physician office business.
 






The last post we very insightful and intelligent. I actually started this post. Been selling over 20 years in Lab and it is truly concerning to me, not just for my Sales position but for everyone who sales.

We all need each other as competitors, it keeps us employed and pays our bills.

I wish every one the best and good luck in the future.
 






Anonymous said:
Very well stated.

Quest has known for years that hospital outreach labs were the growing segment of the testing services market. It's been in the Strat Plan. What they haven't done has been to respond to that threat. Most hospitals can only perform routine testing. Exceptions would be institutions like Mayo and Cleveland Clinic. The hospital labs rely upon Quest, LCA, Mayo, ARUP however, to perform esoteric testing that they do not have the resources to perform themselves. The solution is a salesforce that targets hospital outreach labs for their esoteric testing (oops dare I say GETS) and a salesforce targeting the remaining (but dwindling) physician office business.
Click to expand...

Agree!!!!!
 






Anonymous said:
Very well stated.

Quest has known for years that hospital outreach labs were the growing segment of the testing services market. It's been in the Strat Plan. What they haven't done has been to respond to that threat. Most hospitals can only perform routine testing. Exceptions would be institutions like Mayo and Cleveland Clinic. The hospital labs rely upon Quest, LCA, Mayo, ARUP however, to perform esoteric testing that they do not have the resources to perform themselves. The solution is a salesforce that targets hospital outreach labs for their esoteric testing (oops dare I say GETS) and a salesforce targeting the remaining (but dwindling) physician office business.
Click to expand...

I love you!! A little bit of irish!
 






Former LCA rep here... Still in healthcare, and the bad news is that the trend of hospitals/health systems purchasing doc's offices will continue to increase. Part of "Obamcare" is forming an ACO (Accountable Care Organization). In these new structures a group of providers (GPs, hospitals, labs, etc) will be reponsible for a defined patient population's outcomes, and will be incentivized to handle most of the work inside the ACO. Coupled with most hospital's being absolutely desperate for revenue is another indication "outreach" functions such as buying private practices and performing labwork for those practices will continue.

Healthcare providers are consolidating across the US, and it will continue for at least a few more years until a new trend starts to arise.

The good news is you still have the managed care locked down, but beware, if those agreements end things will get much tougher for national labs.
 












Around here, Labcorp went in and purchased the laboratory from the hospital system. Does that address the issue? Just buy the lab you want. While they don't ever need to be sold as a new account, you can sell doctors on new tests. Starting salary: $1.25/week.
 






Top Bottom
Back
Quote