Industry Insights
Industry Insights, May 14, 2026
The pre-operative briefing had been running for four minutes when the scrub tech asked about the insertion sequence for the new fixation system. The surgeon answered. The circulating nurse made a note. The case started on time and ran without hesitation. That four-minute conversation prevented the kind of mid-case pause that costs twice as long […]
Industry Insights, May 13, 2026
Scaling national distribution for a medical device is one of the most capital-intensive challenges a manufacturer faces after FDA clearance. Hiring, training, credentialing, and managing a direct sales force across multiple states requires headcount, overhead, and time that most companies cannot absorb at the pace the market demands. The alternative, a distribution partner with an […]
Industry Insights, May 11, 2026
Most people evaluating a medical device franchise spend the majority of their time on two questions: how much does it cost, and how much can I earn - both matter. Neither one tells you whether the franchise model you are looking at will actually give you what you need to build a sustainable, growing business. […]
Industry Insights, May 8, 2026
Five years from now, the medical sales professionals who made the most of this decade will not only be the ones who hit the highest commission numbers, they will be the ones who built something. A territory with depth. Surgeon relationships with genuine loyalty. A business with real equity and a growth trajectory they control. […]
Industry Insights, May 7, 2026
Two surgeons. Same training program. Same patient population. Meaningfully different long-term outcomes. The difference, more often than clinical data suggests, is not technical skill. It is how deliberately each one evaluates and selects the devices they use. Device selection in surgical practice is rarely treated as a formal discipline. It happens through exposure, through rep […]
Industry Insights, May 6, 2026
$50,000+ The estimated average cost of a single preventable surgical complication, including additional care, extended stay, and administrative burden. Source: AHRQ data. Purchase price is the number procurement teams see most clearly. It appears on every vendor proposal, drives most contract negotiations, and is the easiest variable to compare across competing distributors. It is […]
Industry Insights, May 4, 2026
In 1851, a small Swiss company began producing collagen-based materials in Wolhusen. That company is Geistlich. What started as Switzerland's first glue factory grew, over more than a century and a half, into one of the most scientifically credentialed regenerative biomaterials companies in the world. Today, a Geistlich product is used every 14 seconds globally. […]
Industry Insights, May 1, 2026
The strongest medical device territories are not built by the best salespeople. They are built by the people surgeons trust most. That distinction matters more in medical device sales than in almost any other sales environment. A surgeon who does not trust that a sales consultant understands their patients, their anatomy, and the clinical decisions […]
