Episode 18: How to Break into Medical Device Sales
GETTING YOUR FOOT IN THE DOOR
Medical device sales is a competitive industry, but if you're willing to do the homework, you will have no problem getting your foot in the door. Get started by getting to know the medical industry and gain an understanding of the industry’s terms, jargon, ins and outs, and emerging trends.
The Three Types of Medical Device Sales:
Disposable
Capital
Procedural
Acronyms & Terminology You NEED to Know:
What is an IDN?
Integrated Delivery Network – HCA is a good example. Many universities are stand-alone, but it’s probably fair to say that most hospitals are part of an IDN, whether big or small.
How do VA Hospitals come into Play?
VA Hospitals usually have government contracts that are very difficult to change. Technically it is illegal to offer a discount to any hospital that is higher than what you are offering to the government.
Who are the “PLAYERS” within the hospital?
Biomed
Nursing – (different departments)
PACU – Post Ambulatory Care Unit – after surgery
Med-Surg – General nursing floors for flu, pneumonia, etc.
L&D – Labor and Delivery
Mother-Baby – this is usually separate from L&D and for moms and babies just born who don’t need any special, intensive care
NICU – Neo-Natal Intensive Care unit for babies who just got born and need to be in the ICU for whatever reason
Step-Down – For people who were really sick or after surgery, and are getting back so they are “stepping down” from intensive care
CNO – Chief Nursing Officer
Surgery/Procedural
Purchasing
IT
Other Topics Reviewed & Discussed:
What is a GPO and why do they matter when you’re interviewing?
What does bed-count mean? And why does that matter to YOU as a medical device sales rep?
What is the Sunshine Act?
Be sure to follow me on my Podcasts to learn more.
Connect with Katie Mullen:
MMS Consulting (My Consulting company)
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