Industry Insights
Industry Insights, October 12, 2026
Medical device sales rewards availability. Cases happen early, run late, and arrive on short notice. A franchise owner building a territory can easily fall into a pattern of being available for everything, all the time, until the pace becomes unsustainable. The franchise owners who build lasting territories do it on a routine they can maintain… Continue reading Build a Weekly Routine That Sustains a Growing Territory
Industry Insights, October 8, 2026
You have selected a new distributor. The contract is signed. Now the relationship has to become operational, and how you handle onboarding determines how quickly the distributor starts delivering value and how much administrative friction the process creates. A structured onboarding gets the relationship productive fast. An unstructured one creates weeks of back-and-forth before the… Continue reading How to Onboard a New Distributor Relationship Efficiently
Industry Insights, October 5, 2026
A cadaver lab or device demonstration is designed to show a product at its best. The setup is ideal. The tissue is prepared. The instructor knows every step. That controlled environment is useful for learning technique, but it is not the same as your OR with your patients. Evaluating a demonstration critically means separating what… Continue reading Evaluate a Device Demonstration or Cadaver Lab Before You Adopt
Industry Insights, September 30, 2026
FDA clearance gets a device to market. Post-market clinical data keeps it there and helps it grow. The evidence a device accumulates after launch, real-world outcomes, published studies, registry data, is among the most powerful tools a manufacturer has to drive adoption. Yet many manufacturers treat post-market data as a regulatory obligation rather than a… Continue reading How Post-Market Clinical Data Strengthens Your Distribution Position
Industry Insights, September 24, 2026
A device decision touches three teams with different priorities. Surgeons care about clinical performance. Supply chain cares about reliability and logistics. Finance cares about cost. When these teams work in isolation, device decisions stall, conflict, or produce outcomes that serve one priority at the expense of the others. Aligning them is one of the most… Continue reading Align Your Surgical, Supply Chain, and Finance Teams on Device Decisions
Industry Insights, September 21, 2026
A case does not go as planned. Maybe the instrument set was incomplete. Maybe a question came up that you could not answer in the moment. Maybe the product did not perform the way the surgeon expected. Whatever happened, the surgeon's confidence in you has taken a hit. How you respond in the days that… Continue reading How to Recover a Surgeon Relationship After a Case That Did Not Go Well
Industry Insights, September 14, 2026
A resident or junior colleague is about to use a device for the first time. You have used it for years. The gap between your fluency and their inexperience is where good mentorship matters most. How you guide them through that first case shapes their confidence, their technique, and their long-term relationship with the device.… Continue reading Mentor a Junior Surgeon Through Unfamiliar Device Technique
Industry Insights, September 10, 2026
Your brand reputation is built over years and can be damaged in a single field interaction. Every time a distributor representative enters a facility carrying your product, they represent your brand. Their clinical competence, their professionalism, their compliance conduct- all of it reflects on you. A manufacturer who does not think carefully about distributor conduct… Continue reading Distributor Conduct in the Field Can Protect or Damage Your Brand Reputation
