The by-product of this has been a shift in the way business is now being done. Smaller companies are now ready to deal, especially when it comes to Dowels, PEEK, Pedicle Screws, Cervical Plates and Biologics. By selling these products to independent distributors at "cost plus" pricing these companies are eliminating the need for middle managers, and are willing to private label the products as needed to attain immediate market penetration! Not a bad idea! Is this a result of larger companies aka the Spine Cartel "slicing and dicing" territories and commissions?
The reality is that as Wall Street sinks more of its influence into our industry, companies are starting to behave as though the "middleman" is no longer needed, or, a necessary evil. Could this be the beginning of Direct-to Consumer (the Surgeon or Facilities) Marketing and Sales? Remember as long as the Surgeon is treated like the king or queen, and the facilities get their discounts, who needs a salesperson. TSB would like to hear some of our readers experiences and ask the question, "Is this the beginning of the end?" How many years will it take to implement this strategy? What will be the end result?