Thursday, July 7, 2011

Network: 1976 Redux? Have Things Really Changed?

TSB doesn't have to tell you things are bad.  Everybody knows things are bad.  People are out of work and scared of losing their jobs.  The dollar doesn't buy you squat, spine companies have gone out of business, or have been merged, shopkeepers keep guns handy in event, spine sales people are running wild, and there's no one anywhere that knows what to do.  The air is unfit to breathe, and food is unfit to eat.  We sit at night watching the news and have some local newscaster tell us we had fifteen homicides and forty-one violent crimes, while the economy melts down, and Congress dicks around with the future of this country. We know things are bad, maybe worse than bad.  No one wants to sell, no doctors wants to see your products, hospitals are building a moat around their complex to keep you out, insurance companies don't want to approve your surgery, and you can no longer play by the rules.  Rules?  What rules?  Everything goes.  It's like everything, everywhere is going crazy, so we don't really work that hard anymore.  Just leave us alone.

Well you know what, TSB is not going to leave you alone.  We want you to get mad.  We don't want you to protest, you're a generation void of any social conscience, we don't want you to riot, you wouldn't be able to handle the mayhem, we don't want you to write your Congressman or Senator, because most of them are never at work.  We don't know what to do about the depression, oh yes, by the way who ever came up with the "great recession," the Middle East, and crime in the streets.  All we know is that it's time that you get mad.  You've got to say, I'm a salesperson and I am not buying a doctors office lunch anymore.  God damn it!  My product has value and I am sick of feeding the herd at every surgeons office for the opportunity to genuflect, kiss the ring, and then get nothing more than lip service.  We want you to get up, stop your cars, open your windows, and we want you to yell, "WE'RE MAD AS HELL AND WE'RE NOT GOING TO TAKE THIS ANYMORE."  THINGS HAVE GOT TO CHANGE. There will be no more $300 dollar lunches, no feeding the herd.  The doctor needs lunch?  Buy him a sandwich, you're not selling to his staff.  After you do that, then we'll figure out what to do with the debt ceiling, raising hedge fund managers taxes, and speculators playing with oil prices.  But first you've got to say, "We're mad as hell and we're not going to take this anymore."

No fellow bloggers, it's not Howard Beale.  Oh Howard, if only you were running Zimmer Spine or even Orthowreck.  TSB is blogging in response to an e-mail that was received from a fellow salesperson regarding the absurdity of making a sales call and having to buy an entire office lunch for an opportunity to discuss one's product, and the potential of doing business. The result: "we have many hurdles to jump over before we can even consider using the product." WTF does that mean?  Considering the price of gasoline, the cost of parking, and lunch, its a wonder that many of you are not out there making sales calls. C'mon, how many of you are really making sales calls?  In all likelihood you are trying to sell between cases in the hospital where the surgeon has no time, unless of course he's your consultant, or best friend.  Companies want you to sell their products and increase revenue, yet, they don't have marketing collaterals, launch products without ancillary instrumentation, and have unrealistic expectations for growth, just go and read another marketing report.  The bottom line is if you really want to effect change, start out by boycotting the staff lunch.  They might be nice people, but what do they have to do with buying the product, you, and the potential relationship that you may foster with a customer?  If there ever was a place to start, now may be the time.

101 comments:

  1. TSB, this wasn't your best effort. Is the well that dry?

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  2. TSB, why the consistent name calling. Orthowreck? At least in spine implants they seem to be doing pretty well in terms of revenue growth. But I'm an outsider, is there something going on here I don't know about?

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  3. I think it was a great effort. He's pushing to promote a change within that needs to occur, and I love the use of the word "herd"

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  4. Most of your (the entire industry) products are "me too" devices. Why should I take my time to look at them and disrupt my office flow unless my staff wants me too? I mean since I'm one of the few you're not paying...

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  5. Testify brother.

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  6. I'm sure we all heard about terrorists implanting explosive devices that will not be detected by the standard airport security...seems only an MRI can pick this up.

    How about this suggestion to help reduce health care costs - when we go through the "new" MRI airport security they can forward the MRI scan to our orthopedic surgeon and family doctor for review????

    GOOD JOB MM - however I miss the tie to the song lyrics.

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  7. 8:38

    if that "sales guy" is one that wastes your time then don't see him. You would be doing us all a favor and stop with the BS oh feed my cows and you can waste my time ...really? are you that cheap? if your rep doesn't show up prepared not to waste your time, contribute to your practice some how other than by renting office space, picking your car up from the dealer, feeding your overfed office staff then you my friend are already on the payroll.

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  8. Not sure what all the griping is about. We're growing gangbusters and kicking the ass of all the fat lazy has-beens so prolific these days. The problem is the fat cats can't get out of their own way. They enjoyed the growth and now will choke on it. Congrats on earning a great income during the good old days. Hopefully you saved something since its all down hill from here. Your model was flawed for long term survival and you were unable or unwilling more likely, to make the appropriate adjustments. Watch for the bottom...it comes up quickly.

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  9. "A generation void of any social conscience.."

    Exactly which generation were you referring to? I want to know if I'm in the group you don't think very much of or not?

    Just in case I am.. Can you please provide proof of your own social conscience? I'm going to need to see some bona fides before I accept such a pronouncement. Otherwise I'm just going to assume it's a case of the pot calling the kettle black.

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  10. Hello fellow TSB's. Anyone in the know heard that there has been a shake up in Northern Cali between the Stryker amd Depuy distribution???? Heard Huber Medical is no longer representing Depuy and Bionicetives, formally the Stryker Spine agent is taking over the Depuy line???? Anyone confirm this?? Any work as to who will take over for Styker in N. CALI????

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  11. Huber and Sargent out as DPs but reassigned within the company. fmr Stryker DP in SoCal now running the show.

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  12. and the security guards want a little grease to let you double park in the Fire Lane to run your trays to SPD.

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  13. www.medcitynews.com/2011/07/stryker-spine-faces-two-new-lawsuits/

    Congratulations Mark and Matt!

    How long before Biosystems of NE follows suit?

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  14. I hope TSB can feed his family with bitterness and negative attitude, because thats all he seems to have.

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  15. 1:53 Should we yawn now or later. Yadda Yadda Yadda

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  16. 8:38... You are the problem.

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  17. 8:38

    You must be running a democracy at that office considering that you allow your staff to determine whether you should evaluate a product. Do you really mean how can we feed ourselves on someone else's dime. Since when does your staff determine which product you should use? By the biggest lunch? By the best deal? By who takes me out and tells me how smart I am. Do I hear AdvaMed. Do I hear Staark. For your information there are no free lunches.

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  18. 2:57

    You are finally getting it. In most businesses, you bring lunch and smooze the guy who will potentially purchase your product.

    But medical sales is different. You bring lunch for the guy (doc) who then tells someone else (hospital) to buy your product. That guy (doc) does not have any skin in that transaction, in other words, does not have to value whether the product is worth buying. He just has to think the product is OK (not defective), and more importantly, that guy (doc) has to think you (sales rep) are a great guy, friend, buddy, etc. And, it is also great that you bought lunch for the staff because now, that guy (doc) looks good, and important to his staff. And, because you are his buddy, he will tell the buyers (hospital) how great your product is. In fact, he does not even have to do that. He will just use your product and the buyer (hospital) will just have to pay.

    So, you are right. There is no free lunch. Lunch means that guy (doc), thinks you (sales rep) are his buddy, and now that guy will get someone else (hospital) to buy your product.

    But, in most other businesses, you (sales rep) will bring lunch for the buyer of the product. Since the buyer will now make the value calculation (cost/outcome), lunch will just get you access so you can make the pitch for your product. I assure you, lunch will not make the buyer purchase your product, unless it is at a good value.

    But, by your "there is no free lunch" statement, are you implying that the Doc buy lunch by using your product in the Hospital?

    I guess that is why there is Stark and Advamed.

    Word of advice, stop bringing lunches for doc's unless they own a POD. In that scenario, you are then bringing lunch for the buyer's of the product. If you think about it, that is a more "pure" business scenario.

    Ironic, isn't it?

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  19. TSB,, Are you hung over from all of the celebrating over the 4th?

    Seriously,, but as you sat and typed this blog today, I have a "vision" of a Milwaukee's Best can dropping out of the sky and crushing you,,

    Yes, certainly not one of your better efforts.

    Regroup, shake the cobwebs, and come out firing on the next one!!

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  20. Ken Reali has made Trans1 the hottest company going today!

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  21. Lunches to the herd promote good will and foster relationships with the staff, which IMO are valuable and worth the money if they are properly qualified. I brought lunch in twice to a new surgeon and have gotten 5 lumbar fusions so far. Never used my product before and has apparently dumped Synthes and MDT for these cases and I can guarantee you I will be getting some of hi scervicals as time goes on. Another lunch resulted in 3 ALIFs so far. Maybe y'all are doing something wrong. Better figure it out soon, bringing lunch to your doc soon.

    It's what is known as the rules of the game, you don't have to buy lunches or make docs feels smart, but you'll not get far. Even my most loyal, long term customers with no secondary gain still like a little love every now. It's called sales and you should learn in the first year selling that it's not all about features and benefits, it's about relationships. I know tools who know everything about spine and nobody can stand to see them in the hall. Other guys who will buy anything for anybody and people think they are cheeseballs. There's a narrow bandwidth of personalities that can be valuable, knowledgeable, reliable and a pleasure to be around for 20 years.

    Nice to meet you, can I get you a bagel?

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  22. WOW 5:21 can I carry your bag or better yet, can I help you bring in the lunch next time? We are not worthy, we are not worthy! What a JOKE DUDE!
    You mention that you got 3 ALIF's so far? And now have your sights set on his ACDF's? Wow you are shooting for the Stars man...slow down a little. Maybe you have things backwards my friend! If I were you I would try and see if you can get his back brace biz as well!

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  23. TSB I thought well done man. You hit on some very good points. Some of these guys on here need to rememeber, its a BLOG. If they want to hear and see things sugar coated maybe they should be jumping onto SpineUniverse.com...now thats informative...NOT!

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  24. You reps are all low class lizards. If you don't want to bring food for the "herd" don't do it. Usually your sales calls are so lame it's a waste of both of our time.
    "can you tell me how this could fit in your practice , tell me a little about your practice, or do you see how this tulip rotates". Haahaa. Boring. Starting with sales figures, boring. I'm sleeping now. Did you bring some mustard and drinks?

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  25. Personally I like what MM has to say on this blog. For me it's as simple as this: The American Dream has had it's day....we are all now looking into the eyeballs of the American Scheme. Sounds like a good topic for a rap song.... anyone? anyone?

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  26. Hi there, 6:49. So funny how you are entertaining yourself by calling us lizards. The problem with that little slam is that it is YOUR game we are forced to play.

    Do you think that we WANT to feed your 30 fat secretaries who wouldn't know a pedicle screw if it bit them in the a*@? Unfortunately for us, YOU have implementd this rule that in order for us to have the honor of speaking to you for 3 minutes, we must entertain your gluttonous herd.

    If this is as slimy feeling to you as it is to us, then STOP THE SHOW. Actually take an appointment without food incentive and look at products/companies you are interested in. Do something for the potential good of your patients, not your waistline. We are only playing by your rules. Believe me, we would LOVE to not have to drop $300 for the honor watching you slop down a burrito while barely glancing at anything that could be implanted into a patient's spine.

    And by the way, you are here on OUR blog.

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  27. 7:59.....do you really believe it's a doc that you're wrangling with? BEEP...BEEP...BEEP!!! Cafepharma alert.

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  28. This boils down to a lack of differentiated product. Would lunches be necessary if the products were interesting? Probably not.

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  29. honestly, I have stopped the feeding of 5000 for a few minutes with a guy who has no intention of using the products. I am, however, tempted to one day schedule a lunch and bring a large container of powder protein mix, a gallon of milk, and a sleeve of paper cups and announce, "lunch is served!"...spineseller

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  30. Medtronic to acquire Peak and Salient (Aquamantis). Already owned 9% of Salient.

    http://www.thestreet.com/story/11177416/1/medtronic-to-acquire-salient-surgical-technologies-inc.html

    Get out the way, Bovie.
    First the lawsuit and now we own your competitor.
    http://www.legacymedsearch.com/medical-device-guru/emerging-medical-technology/medtronic-salient-surgical-force-bovie-medical-surgery-devices-off-the-market/

    Bad PR by Infuse? No Prob. Time to grow by acquisition.

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  31. 1:39 are you praising Mark and Matt from Styker, on trying to get their asses out of a Non-compete with Styker to go join Depuy??? They should both be held to the NC just like any other rep/AVP has to. While yes, Cali is a Right to Work state, they can still be held up in court by dragging it along for years. They pulled this same BS back 7 years ago when they left MSD. Shows how low a company like Depuy will go. Sad sad business practice if you ask me! But then again, they were selling Stryker so how can you blame them for wanting to leave.

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  32. sorry miss typed...should be Stryker. My bad.

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  33. 10:43

    Low? BS?

    Our industry is business, not marriage. Both companies (Bioinitiatives and DePuy) strengthened their positions by making this move.

    I don't work for either company. Neither should be judged for making a smart business decision.

    DePuy obviously needs stronger representation on the front lines and Bioinitiatives needs a better line of products to sell. The rest is working out the details.

    As long as the move is done legally, and both parties continue to support the surgeons and hospitals through the transition, where is the issue?

    Change is good. For everyone. This is where opportunities are created. If companies are forced to operate with the inability to make changes, all progress is lost, and we're all stuck in the same rut until we retire.

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  34. 10:43 Sounds like there is more to your post than just an opinion?? Bitter? Shows a strong move by Depuy and BioI. Kuddos.

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  35. Zombies win.

    BRAINS.....!

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  36. I don't get you guys saying it's a bad business model to go after competitive reps. It's a natural force of business, particularly a relationship based business. All the legacy company reps call the ankle voters products "me too" and they are, but so are yours. When it comes to selling commodity products, the relationship builders end up with the lions share and the manufacturers rightly go after those performers. Who wouldn't? In my distributorship, I would be far better off bringing on an established rep with existing business than by hiring a young gun to go out and cold call. That's a long term investment with a low likelihood of ever building a sizeable book of business in today's market.

    Some of us were lucky to get into the business a long time ago when it was not as much of a commodity business and far less competition. I had success back then, but it would be much harder today.

    As someone else already mentioned, this is not a marriage and if you are a rep with a stable and significant book of business and you feel "loyal" to MDT and continue to work for half the average commission rate within this industry, then I would question your ability to think and I would also question your relationships. I can promise you one thing, MDT is not loyal to you.

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  37. 6:31

    What would you have your sights on? He only does lumbar and cervical fusions, I got his lumbar so I guess I should just be happy with that and not waste my time on getting his cervical business. What's your freaking point? Is your time too valuable to go after cervicals. I wish you were in my area.

    My point was that if you make sales calls to doctors, you buy lunches. If you can't engage a doctor while he slurps down a burrito, that's your fault. You either don't know anything about him, you didn't qualify him properly or you don't know enough about spine surgery and your products to get his attention as a rep who brings value. If you are new to the business, I can give you a break for that, but don't act like I'm wasting my time going after cervical and ALIF business, that's the stupidest thing I've ever read on this blog and that's saying something.

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  38. 6:18

    "All the legacy company reps call the ankle voters products "me too" and they are, but so are yours. When it comes to selling commodity products, the relationship builders end up with the lions share and the manufacturers rightly go after those performers. Who wouldn't? In my distributorship, I would be far better off bringing on an established rep with existing business than by hiring a young gun to go out and cold call."

    Right here is the crux of the issue. Yes, you'd be better off, but how long will a commoditized market support the comp plan of your experienced, relationship reps? We're in the transition point 'ole timer'. As prices drop the margin squeeze may take a while to hit sales, but it will. Then it's your points vs. your reps.

    I'd prefer the veteren with the relationships too, problem is, most I know aren't prepared to walk back their lifestyles to $90-125K a year. And finding a distributor principle to make that sacrifice is like siting a california condor outside of captivity.

    Below is a little light reading on the subject:

    http://www.morningstar.co.uk/uk/News/NewsFeedItem.aspx?DisplayInIFrame=true&id=148573656324716

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  39. We have surgeons on here calling reps lizards (funny cause a majority of you are more slimy than any lizard I have touched)

    We have reps who claim they took this job because they felt they were helping the patient. (newflash reps, you have NO patient interaction, NONE) You're in it for the almighty dollar. If this job paid 35k a year, NOT ONE REP WOULD STAY IN SPINE

    Give TSB a break, the industry is stale...what other site/blog attracts such a wide array of spine peeps?

    How bout a post on some of the most outrageous surgeon blow-ups in the OR? All of us have had some hysterical encounters with these "god like" surgeons. Now that would generate over 200+ comments quickly

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  40. Hey 6:29 I guess you missed the point on what 6:31! You mentioned that you "don't want to waste your time on getting his ACDF business"? Who the fuck says that these days? Gee man I am so happy with the lumbar biz that I wont bother getting his ACDF biz, cause man, I'm a baller now...whoopie look at me guys!
    Some of your comments my friend, like "qualifying him" sound like you a green horn in this biz yourself. Maybe you should head back to sales training 101.
    And by the way fool, we here in my area we dont bring in burritos, we bring in Sushi! Slap that bitch ass!

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  41. 6:37 I like what your throwing down man!! We should talk.

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  42. 9:05 - Peak is a great product but only for certain applications. If you use the bovie to scrap muscle, tissue, etc of bone you will shatter the tip on peak. The real benefit is it's ability to cut like a scalpel with the same minimal amount of damage while also slightly cauterizing. Then when you need a bovie you have one in your hand already.

    However, bovie = $6, peak = $400. 10 years ago that would fly but it's a difficult sell in today's price sensitive marketplace. However, in certain cases I think it has potential.

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  43. 6:29, maybe you need to re read what 6:31 wrote you...he was making fun of you bro!

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  44. Bio taking on Depuy is a great move for both companies. My only apprehension is how bio will handle the merging of the synthes portfolio with depuy. Bio was 25-30 million dollar distributor while repping stryker. Now they will grow to around 100 million. That's a huge leap. I wonder if they have the infrastructure to handle this. If not, it's gonna be a sh*t show in cali.

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  45. 7:55am
    Glad to hear it. Feel free to send me a note at medicaldevice40@yahoo.com

    6:37

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  46. 639 sounds good. Also feel free to drop me a line as well @ onespineguy@hotmailcom. I'm in N. Cal and am looking to make a change soon.

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  47. Sorry that message was for 8:39.

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  48. 6:37,

    The fact that it is a commoditized market with a ton of players means the guys who can get new business or bring existing business are the ones who are valuable to the surplus of manufacturers. If you are one of those guys and you work for the manufacturer that pays the least points, you aren't looking out for your best interests and you aren't capitalizing on your talent. Yes, pricing pressures are increasing and they may, in fact, effect points down the road, but that is going to happen with the legacy companies too. Medtronic and Depuy dropped their distributor commission rates several years ago.

    Why would a veteran with business "walk his lifestyle back to $95-125K" by switching to a company that paid higher points? As prices drop continue to drop, the guys making MDT points are finding it not worth their time to go after some business. I guess that was the point of 6:31 joking about setting your sights high by going after cervical business.

    The morningstar article is interesting but also states that surgeons still require reps for more complex cases. While an acdf is not complex by any means, spinal surgery and the associated instrumentation is complicated as a whole and will require reps for quite some time. I'm gonna make the most of it while I can.

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  49. 7:53,

    Read the post I was commenting on by 6:31. I was questioning his attitude toward going after a docs acdf business. His comment was "And now have your sights set on his ACDF's? Wow you are shooting for the Stars man...slow down a little. " So you are right, who the fuck says that?

    I have just qualified you as a dumbass that can't follow a thread. "Slap the bitch ass", really? Put your hat back on straight, turn the Lil Wayne off and go get me some sushi.

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  50. 6:37, that Morningstar article is right on the money, and I love the Wright Medical hedge. Very cool. Thanks for posting.

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  51. 8:26. How do you go from $25M to $100M??? What kind of math class did you take. Are ALL the existing Stryker reps going to stay with bio? Also, if you are a DePuy Rep, are you going to stay? Are the surgeons going to switch from one to the other? NO..... This is going to be cluster.

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  52. I think 8:26 is lumping the Synthes sales into the $100K figure....which is still a huge stretch. BI will not want any of the Huber reps. Talk about an under performing crew! Are there really no other distributors in CA that can take on the Depuy/Synthes line? Not sure what Depuy sees in BI??

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  53. 12:29 I would have to agree on most of what you said...execept BI would be HIGH if they let go of one rep inparticular who handles UC Davis. And no, this is not him typing this either and I dont work for either company. I know him personaly for years and is a solid and very strong asset to that team. The rest of them...who cares. There are planty of other agents out there that could take over the Depuy line and do much better than BI. They too have some pretty shitty rep's and some of them (wont say) have some pretty shitty attitudes and rep's in N. California from what I have heard. Be curious as to who will take over the Styker line now that BI doesnt have it any longer????

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  54. Hey 1:49 anytime you want to go there...lets go BOY!! Yes, I am calling your fat ass out!! Bring it...post a name lil man!!!

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  55. 2:07 Who do you think will take over the Stryker line? An existing rep or manager. Stryker will offer up some big cash to the existing BI management team and also offer sweet deals to all the reps.

    It is good to be a "Stryker" rep in Cali right now because you can negotiate a huge deal for yourself. Talk about some leverage. It is probably bad to be a DePuy rep because you will get a commision cut or get fired.

    As for Synthes, why does everyone think the existing DePuy distributors will even get the line. DePuy may start a second division (DRG pricing) and keep that division separate and direct.

    Good luck to all you guys out there! Enjoy....

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  56. Medtronic going direct in Texas: longtime distributor Brad Rummer out.

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  57. Really guys??? Name calling and complaining about the market forces both good and bad? C'mon, show your value and work hard or go do something else. Why complain and be miserable?
    1. Do the best you can with what you've got
    2. Use your own moral compass and don't expect others to do what you think they should (where in the world does that actually occur?)
    3. Stop whining

    The industry has changed pretty drastically and you either adapt or die.

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  58. I'd like to know more about Rummer out in Texas. What does that mean and what reps get selected as direct? Please explain and go further.

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  59. Rummers sales as distributed would make him the 7 th or 8 th largest spine company in US. That is a big deal! Is he just out in the cold? Was his contract up, or how did this go down?

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  60. Good Gawd!

    wonder how much the buyout will be for a release of his reps... mucho dinero

    A long way from his original New Braunsfel's days.

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  61. 3:27 Styker needs to look outside the box for a new agent to pick up the line in N. Calif and I'm throwing my name on that mix. The existing reps couldn't run a biz to save their lives. And most of them will just tag along with BI like little puppy dogs.

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  62. MDT is going to slowly squeeze out distribution.

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  63. Rummer will land at Glo-bust because,,,

    He's KNOWS that they're going public later this year!!

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  64. Who said Runmer wanted to stay. With the wistleblower lawsuit/DOJ, impending Infuse debacle, continual cuts to commissions there is a lot of risk and not much upside. He probably makes less on his sales than many other smaller distributors with much less in sales and he is exposed to a lot. As another distributor representing smaller companies I would think it is a good time to take the money and get out! I promise he has a plan and I wouldn't be surprised if you see him in a year or two.

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  65. Where is Kathleen Fisher Kelly, MDT distributor in Denver? That woman has left bodies in her wake! I always thought she was blown' Howdey Doody Doug, why else would he have kept her around. I have never talked to anyone who liked her or had any respect for her.

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  66. I liked her going back to when she was still a rep for the Mormon Mafia.

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  67. Hey 6:32, Doc here. Tell me, when is the last time you implanted a cervical plate (other than in a saw bone)?? When is the last time you placed BMP in an implant and implanted it...in an acutal human body, that is still alive?? Tell me and enlighten me to the "potential complications" my friend?? Anymore than complications than that VBR that you have been pushing on me "off label" wink wink Dr

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  68. Which reps stay with medtronic direct? Do they all keep a job , or does Rummwr take some with him?

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  69. Does Globus even use distributers? I thought the reps are all direct.

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  70. The best thing that could have happen to Stryker was that sad excuse for a distributor leave. Mark and Matt couldnt manage a blockbuster let along a succesfull spine business. They suck! The have been on the decline for years! Stryker should save the money on the lawsuit and give it to who ever the hire! That group of guys isnt worth the money! Feel bad for depuy they probably think they just hit the lotto in Cali. Blessing for SYK.

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  71. Depuy , like Medtronic is planning to go direct. As part of the Synthes integration, they will use the Synthes model of direct reps.

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  72. Then why would they switch distributors less than a year out from closing the Synthes deal? Why would BI pick up Depuy if they were about to lose it to a direct sales force?

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  73. The old distributor was holding out for a 5 year contract. Depuy wouldn't commit that long. Do you know if BI has signed for longer than a year?

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  74. Who says the DePuy distributors will even get the Synthes bag. Remember, J&J bought Synthes for the trauma line, not the spine line.

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  75. 7:20 You have no idea what you're talkin bout! Matt and Mark drove SS growth and became one of their Top 3 distributors for both volume and growth. What did they fire you or something?

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  76. DEPUY IS SELLING THEIR SPINE DIVISION !!!!! WOAH

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  77. Word is Rummer "retired" and his reps will become Medtronic direct reps.

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  78. July 11 is free slurpy day at 7-11. Go get 'em! It's their 84th birthday today.

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  79. Good time for Rummer to retire. That's plausible. He probably makes tens of millions on the buyout. Good for him.

    Maybe he can buy Depuy's spine business.

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  80. If Depuy gave away a free 7.11 oz slurpy with every implant sale, would their sales actually start to go up?

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  81. ok lets change the subject. Whats the word out there on Nuvasive? What are they doing and what new "toys" will they be launching...if they are at??

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  82. GLOBUS BITES!!!! I love taking their business!!!

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  83. Depuy has a long road ahead. BUT , The wisdom is that they will use this opportunity to change to an all direct sales force. Once that is complete they will use the J & J leverage to gain exclusivity with hospitals. They will be too big to compete against. No distributor middle man. Direct sales to hospitals. 80K reps covering cases. The old days are gone for sure.

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  84. globus flat out sucks!!! Hey, blow hard that asked every other day when Globus is going public- word is "NEVER" they lose money monthly. Probably because people like you work there. Go put your mouth up to the tailpipe of your car and suck- oh make sure it's running

    THX

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  85. depuy direct reps make 175k - 255k

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  86. 2:39 - where does a figure like that come from?? What a direct rep makes would be based on their sales. I'm sure a few people make more than that, and a whole heck of a lot make way less.

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  87. 1:04

    I BET that I took more of your business today.

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  88. Why so much vulgarity? Is this what all spine reps are like? Can't you express yourselves in a more professional manner that befits a true professional? Is this how you present yourselves to your doctors? No wonder they expect you to feed the Jeffers since you have never come out of the gutter!

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  89. 4:38

    I recommend you stop being such a faggot-

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  90. so many tough guys on this blog. It scares me...

    8:08 is probably the same rep that will be in the OR tomorrow kissing ass then going down to SPD to pick up his ACDF tray from that big 'ol single level ACDF that he just covered.

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  91. 808 That was awesome!
    823 Seriously? Bashing someone with ACDF business?

    Im with Synthes. I believe that this merger is all about being able to sell total joints, trauma, and Spine all at a discounted rate directly to the hospitals in hopes on exclusivity going forward. Stryker and J&J will be set up perfectly. Sorry Zimmer your Spine portfolio is to pathetic to be included.

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  92. My free slurpee was great today. Happy birthday, 7/11.

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  93. Company that rhymes with biker has a new approach. Hire the docs college roomate. The beer-fetching continues. Some serious bonding must go on in those dorm rooms. It seems to keep the competition out of the operating room. But not the lunchroom.
    As Mr TSB said, now may be the time to start boycotting the "luncheons" Well, at least for customers who are surgeon "puppets".

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  94. Biomet posted their earnings today, wow.....things are not looking good for the spine division.

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  95. Biomet...Do they have a Spine Line? I thought they were the guys that came in when ET landed??

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  96. The Depuy distributor only got a one year deal, June 30th it is up, just around the time the merger will be complete with Synthes. Stryker is going to a direct sales force. Medtronic has been moving that way and with the changes in Texas can't you all see the writing on the wall. Big compnies need to have control over their sales force, especially with all the regulations and FDA.

    Unless you work for MDT, being direct is better. The DePuy distributor in my area has their reps as 1099, no benefits, no 401K or match and 9-10% comm. So you pay more taxes, and to get equivalent benefits and retirement you leave 20-30k each year on the table. Sounds like a good deal, not.

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  97. thanks 924!

    by the way, I think you are right on the money. Two separate lines two separate strategies - nice one! Re Zimmer, I'm in the Dallas market and I couldn't tell you last time I've seen a Zimmer spine rep. Pretty much nonexistent around here.

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  98. 5:11

    that's so damn WEAK! if you're going to make stuff up at least make it entertaining. That was just stupid!

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  99. 12:22pm Right on. The new Depuy Distributor in Cali got shafted in a shell game. Now you see it, now you don't. Depuy filled a one year gap, out maneuvered Stryker , and have laid the foundation for an all direct sales force in that area. Pretty clever and pretty efficient.
    The Depuy reps in my area don't seem to see the changes coming. They think J&J has an emotional side and they will be together for the long run.
    Ch-ch-ch-changes

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