ARTICLES

This morning I came across an article on LinkedIn that I found genuinely insightful ( The Back Office Reality of Sales Compensation by Mike Kosikas ). It offered a well-structured explanation of how commercial compensation plans are built — the logic behind protecting margins, evolving incentive schemes, and balancing budgets. It made solid points and reflected the challenges … [Read more...] about No Sales, No Company — It’s That Simple!

I recently came across an article on LinkedIn that really resonated with me. The author, a surgeon, shared a personal anecdote about a family trip to Hawaii, where his son got caught in a dangerous ocean current. Just in time, the Hawaiian Water Patrol arrived on a jet ski and pulled him to safety. He then made a compelling analogy: in the operating room, sales reps often play … [Read more...] about The Unsung Guardians of the OR

As we move into February, it's remarkable how quickly things are evolving in the Spine market. In just over a month, we have been confronted with two significant pieces of news involving major competitors: Stryker and Globus Medical. As many of you know, Stryker sold its Spine business to V.B (Viscogliosi Brothers) just two weeks ago, and more recently, Globus Medical acquired … [Read more...] about Sunday Reflections on the Changes in the Spine Market!

Globus Medical’s acquisition of Nevro Corp. is more than just a business deal. It’s a bold move that could reshape the company’s direction and make a real difference in how chronic pain is managed. So, what’s behind this acquisition? Let’s dive into the key reasons and see why it could be a game-changer for both the company and the people who need better pain … [Read more...] about What Are the Strategic Reasons Behind Globus Medical’s Acquisition of Nevro Corp.?

Stryker’s recent decision to divest its spinal implant business marks a significant shift in the medical device industry. This move allows the company to focus on higher-growth, more profitable segments like robotics and vascular medicine. However, it also will enable competitors to strengthen their position in the spine market. For VB Spine, success will depend on execution: … [Read more...] about Stryker’s Spine Business Sale: A Smart Move or a Missed Opportunity?

Artificial intelligence (AI) is undoubtedly one of the most significant technological trends shaping the future of many sectors, and healthcare is no exception. However, for those of us working within the spine surgery market, it is crucial to understand how this technology can specifically impact our field. The study published by AO, titled Current Applications and Future … [Read more...] about What Role Will AI Play in the Future of Spine Surgery?

Biotechnology is experiencing an exciting revolution, with gene therapies at the forefront of this transformation. The ability to cure serious diseases with just a single dose is groundbreaking and promises to reshape medicine as we know it. However, a report by Goldman Sachs raises an important question that challenges this optimism: Can cures truly be a sustainable business … [Read more...] about The Dilemma of Gene Therapies: Can Cures Be Sustainable? How Does This Impact the Spine Market?

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 … [Read more...] about The Importance of Sales Representatives in the Operating Room: Supporting Spinal Surgeries

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 professionals … [Read more...] about The Navy SEALs of Medical Devices: The Exceptional Work of Spine Reps!

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 … [Read more...] about Has Globus Already Surpassed Medtronic in the Spine Market? Can J&J Find Its Way Back to the Top?

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 viewpoints reflect broader trends in … [Read more...] about Is Being a Doctor a Job, or a Calling? The Generational Divide Reshaping Medicine

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 … [Read more...] about A New Era in Hospital Procurement of Spine Implants (I): Value-Based Purchasing—Could It Work? Exploring the Advantages and Challenges Ahead

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 a true representation of … [Read more...] about The “Top Gun” Mentality in Spine Surgery!

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, … [Read more...] about Alphatec Spine from 1990 to 2024: A Journey of Resilience, Transformation, and Sales Success!

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 differences between … [Read more...] about When will Globus Medical become the number 1 in Spine? 

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 various sectors. … [Read more...] about The Future of ZimVie’s Spine Business Post-Sale: Exploring Potential Alternatives!

In the year 2023, the landscape of spine product launches has undergone a noticeable shift. Unlike previous years marked by a flurry of introductions, this year has seen a more restrained approach, with a predominant focus on aligning company portfolios with prevailing product trends such as 3D technology, expansive cages, and sacral iliac implants. Notably absent from the … [Read more...] about Which Spine products have been launched in 2023?