ARTICLES

Over the years, working in the business world, particularly in the spine market, I’ve faced my fair share of challenges, and I’ve also seen others navigate their struggles. One thing I’ve observed is how difficult it is for most people to use their intelligence effectively when dealing with frustrations and problems. In today’s article, I […]

In the spine business, certain questions frequently arise: Is the presence of a sales representative in the operating room necessary? Does their involvement increase the company’s risk exposure? While these concerns are valid, the evidence points to a clear conclusion: sales representatives play a critical role in ensuring the success of surgical procedures. Their presence […]

In the spine implant industry, where innovation directly impacts patient outcomes and precision is non-negotiable, leadership cannot rely solely on traditional approaches focused on managing results. The sector’s complex regulatory environment, intense competition, and constant drive for technological advancements require leaders who go beyond simply overseeing operations—they must inspire, empower, and motivate their teams to […]

In the vast and varied world of medical devices, each market presents its unique challenges and demands. From surgical instruments to prosthetics, every segment requires skilled professionals to ensure the success of its products. Yet, among all these areas, spine implant sales representatives stand out as some of the most complete, highly trained, and committed […]

In recent years, Globus Medical has pursued a clear and ambitious goal: becoming the leader in the spine market. Meanwhile, Medtronic Spine has focused on defending its position against Globus. This strategic battle has driven significant moves that are reshaping the industry’s landscape. Globus Medical’s Strategy: From Challenger to Contender Globus faced two major challenges […]

A few days ago, The Wall Street Journal published an article quoting a 63-year-old surgeon who noted that the younger generation tends to view medicine as a job rather than a vocation. This perspective, he argued, highlights a shift in values as society changes over time. Today, we explore this theme, examining how these evolving […]

The landscape of purchasing models for spine devices in hospitals is evolving, with an increasing emphasis on cost efficiency, regulatory compliance, and patient outcomes. As healthcare continues to shift towards value-based care, hospitals are exploring various models to optimize their procurement strategies while ensuring quality and safety in patient care. In addition to the inventory […]

In a recent article published on LinkedIn by Axis Technologies, a key topic is addressed regarding the future of spine surgery: the “Top Gun” mentality. Like elite pilots, spine surgeons face extraordinary challenges in an environment where millimeters are crucial and margins for error are non-existent. This parallel is not just a striking analogy, but […]

Just a few thoughts in the air… Yesterday, I stumbled upon an article by Jameil ‘Jay’ Pendleton™ discussing the key rules for medical device representatives. The first rule stuck with me: “The patient is always first. ALWAYS. Forget your quota, it is a human being”. I could not agree more. But then I began to […]

When Zimvie sold its spine division to HGI a few months ago, we speculated about what would happen next. Now we have the answer: Highridge Medical, a brand-new company solely dedicated to the spine. So, what positive aspects does Highridge have? 1.-High anticipated sales figures: Zimvie’s net sales are estimated to soar past $455 million, […]

Today, I would like to share this short reflection on the importance of service, what it means, and how crucial it is for the success of a spine rep: In today’s busy world, it’s really important to get things done quickly and efficiently, whether it’s at work or in our personal lives. Surgeons have a […]

Founded in 1990 by Shunshiro “Roy” Yoshimi, Alphatec Spine initially operated as a medical device contract manufacturer. However, in July 1991, the company opted for vertical integration, pivoting to develop, manufacture, market, and sell its orthopedic trauma products. In 2003, Alphatec Spine expanded its focus to include spinal products. Following its initial success, it allocated a […]

Globus Medical made a strategic move to challenge industry dominance by acquiring NuVasive just over a year ago. This acquisition propelled Globus from the fifth to the second position in the market. The synergy between the two companies expanded Globus’s product portfolio and fortified its competitive edge in the industry. While there are notable cultural […]

This article aims to provoke thought on a topic that has become increasingly relevant in many countries where price pressure is prevalent. In our spine implant sector, negotiations have traditionally been focused solely on the product. However, upon deeper reflection, it becomes evident that the service accompanying such a product is equally, if not more, […]

In the captivating world of spine sales, when hiring a new rep, the question arises: What skills distinguish an excellent salesperson in this specialized field? Attitude as the Starting Point Undoubtedly, attitude is the starting point. Whether a senior or experienced salesperson, a positive and enthusiastic attitude is a key differentiator. It directly impacts the […]

In recent days, I encountered an article boldly titled “Spine is Dead.” With all due respect to its author and content, I wish to express my disagreement with its assertions. The article confidently posits that the spine market has succumbed to inertia, depicting an industry in the throes of decline. Its central argument suggests that […]

Medicine, unlike mathematics, is not an exact science where one plus one equals two. Nowhere is this more evident than in the spinal treatments, where a single indication can elicit vastly different responses from different surgeons. From advising simple exercises and pain relievers to suggesting complex surgeries or minimal interventions, the spectrum of recommendations can […]

In a strategic move, ZimVie Inc. recognized globally for its leadership in the dental and spine markets, has finalized a definitive agreement to sell its spine business to H.I.G. Capital, a prominent global alternative investment firm. H.I.G. Capital, a global private equity firm, has a strong track record of successfully managing and growing businesses across […]