August 27, 2018

One of the most basic elements in business school is to learn product and industry cycles.  It’s macro economics 101.  So what I am going to say here isn’t rocket science.  

All industries are subject to the laws of this cycle.  Outside factors are of course i...

August 13, 2018

The orthopedic implant/device industry has a challenging mess on it’s hands.  Evermore vigilant to drive asset turns, the OEMs are less inclined to consign implant sets to sit on a hospital shelf.  “Loaning” the sets and trays on an as needed, per case basis drives ass...

August 8, 2018

I was in the trenches as a trauma device rep for 15 years.  I have nothing but respect for the job.  Its hard and unrelenting, and getting harder.  The market has changed, and will continue to change, in ways that are not necessarily beneficial for field sales.  Cost p...

August 6, 2018

I was a trauma implant rep for over 15 years.  I would get this call from one of my customer’s office managers probably 2-3 times a year.  Every year.  I would go in and look at radiographs before the case, and try to make out  the shape/profile of the plates, and some...

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Newburyport, MA 01950