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, […]
ARTICLES
Streamlining Surgeons’ Workflows or How to Become a Successful Spine Representative!
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 […]
Alphatec Spine from 1990 to 2024: A Journey of Resilience, Transformation, and Sales Success!
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 […]
When will Globus Medical become the number 1 in Spine?
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 […]
The Value of Service in the Implant Industry: Beyond the Product
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, […]
Success in Spinal Implants Sales: Beyond Attitude
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 […]
Is the Spine Industry Dead? A Closer Look at Contrasting Views
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 […]
Deciphering the Maze of Spinal Treatments: Why the Lack of Consensus?
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 […]
The Future of ZimVie’s Spine Business Post-Sale: Exploring Potential Alternatives!
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 […]
Why Investment Firms Are Eyeing Spinal Implant Companies?
Yesterday, Zimvie announced its acquisition by the investment fund H.I.G. Capital. In the dynamic landscape of investment, a curious trend is emerging as investment funds increasingly set their sights on acquiring spinal implant companies. The intersection of healthcare innovation and financial strategy seems to be a compelling space for growth and profitability. Here are key […]
Why Should Spine Business Managers design their Strategies with Execution in mind?
In the intricate dance of business, strategy, and execution are two sides of the same coin. Crafting a brilliant strategy sets the stage for success, but it’s the seamless execution that takes center stage, especially in today’s competitive landscape. The Underestimated Value of Execution In business, the spotlight often shines on strategy and planning. A […]
The Changing Role of Spine Implants Sales Representatives in the Age of Robotics
In the rapidly evolving world of healthcare, robotics is reshaping various aspects of spinal surgeries. This technological revolution is transforming its procedures and the roles of those responsible for selling spine implants. Spine implant sales representatives find themselves in a dynamic environment where adaptation is crucial. Here, we delve into how their roles are changing […]
Some Thoughts on the Future of the Spinal implant market. What will our Industry be like in a few years? What factors will change the rules of the game?
Lately, it seems that everyone likes to envision the future of the spine market. Whoever you talk to, comment on robotics, AI, the new roles of surgeons, and the industry in the future. It seems fine to me, although, through years of experience, I know how difficult it is to get it right. More than […]
NuVasive’s Early Beginnings! The Story told by its Founder!
June 2023 by Jim Marino–There are only a few parties who are familiar with the earliest beginnings of NuVasive. I am one of them, as I was the founder and I gave the company its name. Initially, the early inventive concepts that germinated NuVasive were developed from my interests in arthroscopy and spine surgery. I […]
We trust that spine implants are safe…
I had five screws implanted in my back at age 13. Then I learned of spinal implants improperly tested. Can we know if medical procedures are safe?It has taken a while, but I’m gradually getting used to the fact that I will live the rest of my life with a medical device in my back.Three […]
Why are Sales Reps a key piece in the success of the Globus and Nuvasive merger?
One of the reasons why acquisitions and mergers in the spinal market are complex is because of the great importance of the sales network in the success of those operations. Those of you who do not know this business will probably doubt it. But the reality is that the differentiation between the products of the […]
About Globus Medical: History and Milestones!
The history of Globus is exciting if we take into account that in 20 years it has positioned itself as the leader in such a competitive and complicated market as Spine. Without a doubt, this success story is that of David Paul, a visionary and entrepreneurial genius.
Was the Globus Medical merge with Nuvasive an expensive deal?
About Globus Medical Globus Medical is a leading musculoskeletal solutions company based in Audubon, PA. The company was founded in 2003 by an experienced team of professionals with a shared vision to create products that enable surgeons to promote healing in patients with musculoskeletal disorders. Additional information can be accessed at www.globusmedical.com. About NuVasive NuVasive is a leader […]
What differentiated products does Nuvasive bring to Globus Medical?
These days we have talked about the acquisition of Nuvasive by Globus Medical in terms of market and increase in shares and leadership position. However, we have not yet discussed the increase in the product portfolio in a more specific way. What is Nuvasive going to bring to Globus in terms of products? It will […]
Pedicle Screw Insertion: Why take Unnecessary Risks when the Technology already exists?
In 1984, Airbus launched the A320, the first commercial jet to use a digital fly-by-wire control system. At its introduction, fly-by-wire and flight envelope protection was a new experience for many pilots. Until then, the pilot was in charge of handling the controls using all the instruments and levers. Now, fly-by-wire computers acted by stabilizing […]
What could be the consequences of the fusion of Orthofix and Seaspine?
This week we have published about the merger between Orthofix and Seaspine. This information has not surprised us since we knew several weeks ago that Seaspine had decided to leave the European market. It had already alerted us! It was unexpected to see Seaspine give up a relevant part of the world market. What happens […]
Does your company have a Highly Politicized Culture? Do you agree that it could lead to Low Performance and a Lack of Competitiveness?
Many medical device organizations have acquired highly political cultures over the years. They have become slow, irrational, and with low performance. Their focus is away from sales and from the customer. They are in some businesses (such as Spine) as a Titanic sinking slow but saved at the last minute by acquisitions. In the past, […]
Is peek dead for spinal implants? Not everyone thinks the same!
This morning I came across an article written by a manufacturer* of spinal implants defending PEEK as a material with many advantages. It is the first time I noticed a company defending it these days, even though for 20 years it has been the gold standard. It would be for something, right? The reason is […]
Historical Spine Systems (2): CSLP Cervical Plate
The first anterior cervical fusion surgeries were performed in the early 1950s by Bailey and Badgley. At that time, many others such as Cloward, Smith, and Robinson contributed greatly to the refinement of cervical fusion techniques. The high rates of nonunion and kyphosis rates in multi-level cases led to the design and development of another […]
Historical Spine Systems (1) : Dick´s “Fixateur Interne”
The transpedicular fixation was initially developed by Dr Magerl in 1977. Originally it was used for external fixation of the lower thoracic and lumbar spine. The fixation device, consisting of two transverse bars and three threaded rods with triangular locking plates, provided rigid stability. The system could be applied in distraction, compression, or in a […]
Why Build Relationships with customers is crucial in the Spine market?
Work hard? Sure! Know your products very well? Of course! Provide the best service? No doubt about it! Succesful Price negotiations? Indeed!It´s enough?…Not really! From my point of view, the key factor is missing! RELATIONSHIPS with the customers! This is the element that separates the good from the best! Why? InformationKnowing a customer is key […]
Quiet People in Meetings Are Incredible
Tim Denning (medium.com)–Knowing when not to talk is an art. As a corporate man by day, and an entrepreneur by night, I’ve attended my fair share of meetings over the last decade or so. Meetings can be an odd experience. Before you know it the meeting can get out of control. Leaders with pinstripe suits […]