The Innovations in Cardiovascular Interventions (ICI) Meeting, held in Israel every year, is an internationally renowned conference bringing together clinicians, researchers, and industry to provide a wide perspective on new technologies in the field of cardiology and cardiovascular surgery. Led by Prof. Chaim Lotan and Prof. Rafael Beyar, It is regularly attended by over 700 attendees from more than 40 countries. The next meeting will be held in Tel-Aviv at the David Intercontinental Hotel from Dec. 14-16.
When Dr. Thomas Fogarty is in the office, he holds meetings all day long. Not unlike the President, he is briefed moments before every meeting. With each new visitor, he brings a fresh enthusiasm to the table, an eagerness to listen and to be impressed. Everybody gets a fair shot, and many are successful—unless, of course, they commit a cardinal sin. Read more
Medtech sales is being turned on its head by policy changes and the growth of Big Medicine. Sales reps and device innovators can pivot their strategy and still be successful if they properly identify stakeholders and adapt their value proposition.
Only a few years ago, a medical device sales representative (“rep”) could establish a relationship with a clinician, convince this provider of a new product’s clinical benefit, and close a sale. These days, throughout the medtech industry, we often hear horror stories of hospital systems taking purchasing decisions away from clinicians, large group purchasing organizations (GPOs) stifling innovation, and physician-owned distributors trying to replace sales reps. What in the heck is going on with medtech sales?