To sum up Zimmer Trauma.
They have a nice product portfolio. Pretty much have everything Stryker and Synthes has. Minus Foot and Ankle, clavicle plates, and Hand stuff.
That's not the problem.
Problem 1.
Clueless former GE management goes direct and hires college graduates engineering majors to be sales people.
-can't think quick on their feet and are too arrogant to be around surgeons.
-these guys drop likes flies in a couple years.
-distributorships had this forced upon them and rejected this model
Problem 2.
Zimmer Trauma has not the slightest clue how to run trauma logistically.
Cases are not planned like recon. Everything is last minute and on the fly.
Zimmer cannot support this. Lack of inventory or lack of depth in inventory.
Very risky for recon reps to sell trauma as it could piss of their customers promising a plate that is on back order- so recon doesn't mess with trauma. Call the Synthes rep!
Problem 3.
Being public. Earnings per share rules corporations. As margins decrease in hospitals and medical device tax takes profits, Zimmer cannot afford to let this kill their stock. How? Despite the industry declining are stocks rising?
Simple.
Less inventory, stricter guidelines, and lower commissions. Short term this will win you stock!
Long term this creates higher turnover of labor force and loss of business/customers.
How can Zimmer be so short sighted???
Zimmer Trauma will never be a major player in Trauma until a MAJOR overhaul is done in Warsaw. Will Biomet senior management fix all these problems?
Probably not first thing on their list. They have to worry about joints first. Hospital contracts, sales force, product integration, training, etc etc. damage control .
It's already off to a bad start considering this thing can't even get approved on time.
My advice to Zimmer employees. Duck, watch your back, Polish your resume, invest in yourself, take what you can, and stay patient.
And take those vacation days now