“To cut the price of orthopedic implants and curb the influence of manufacturers, some hospitals are training their own employees to provide technical assistance to operating room staff, displacing
company sales representatives who have offered this service to surgeons for decades” says the article that today appears in the modernhealthcare.com. It is true that the important price reductions in the Spinal Market are forcing to both companies and hospitals to revise the business value chain and find ways to get adapted to this new environment. But at the same time it is also true that the spinal market is really crowed, full of companies trying to build volume and to gain share in an industry where service is one of the key issues to compete. Will the companies sacrifice service for margin risking their survival or competitiveness? Will we see in the next years a dramatic change in the business model of the spinal companies?
Soon we will surely have specific answers to these and other questions but what it is true is that the spinal market is no longer growing as in the past and when that happens, always there are market adjustments.
What is your opinion?
Devicemaker sales reps being replaced in the OR
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