A DAY IN THE LIFE: MEDICAL DEVICE SALES AND PHARMACEUTICAL SALES

She also has been looking at a competitive product. She highlighted the pressure that everyone is under to lower supply costs. I told her that I was working on a new prime vendor proposal for the hospital that would lower my product's cost in her department. She promised that she would not make any changes until she received our formal proposal. Left the Med Ctr. He had seen one of our new orthopedic products at the national convention of orthopedic surgeons and wanted to take a look at it.

After demonstrating it to him, he asked me to get some sterile samples for him to try in the hospital, and also asked me to call on the orthopedic head nurse at the Med Ctr. Ran by another distributor here in Wilson City to drop off new catalogs for their customer service reps. Went out to dinner with Jane Lister who is the general surgery coordinator at the Med Ctr.

She is a strong supporter of our products and I may need her to help champion the new prime vendor proposal we are submitting. Back to hotel and finish up some expense reports from last week. Checked out of hotel and drove over for meeting with the environmental services manager at Bart Memorial Hospital. She is concerned with the disposal costs associated with one of our products the hospital just began using. Met with Judy Johnson, the infection control nurse who was primarily responsible for getting XXX into the hospital.

We discussed the concerns expressed by environmental services and she indicated that it was nothing that would reverse their decision to use our product. We have been slow in production on this product and have had to help her find substitutes on two occasions. As of today, all orders have been filled.

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Went to local Kinko's and made copies of product literature, sent two faxes, and also made telephone calls for about 45 minutes. She is very interested because she feels we have a superior product. She will need help in convincing the doctors who own the center to switch because our product is more expensive. She asked me to try and catch Dr.

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Hoffman in his office today to discuss the product differences. Had Nancy call his office to let them know that I was coming. Was able to catch Dr. Hoffman and show him the product. Began drive back home and made appointments on car phone while driving to the next account. Also, ate burgers through the drive-through.

Stopped at Rush County Hospital to meet initially with the materials manager. Do not have any business here and the hospital is owned by Columbia. Since we do not have a contract with Columbia, John Wilson suggested we probably would not have any opportunity to do any business there. I do not plan on going back unless National Accounts does something with Columbia.

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Made final call of the day on the Diagnostic Laboratory. Received a lead here from one of our distributors. Lab manager, Jill Coleman, agreed to place a trial order provided our pricing is close to their current product. Got back home and spent two hours on the computer working on presentations for tomorrow, bringing weekly report up to date, and also updating customer database. Finished day at 7: Conducted sales meeting for sales reps and customer service reps at Smith Surgical. Went over all new product releases since last sales meeting and provided product samples they could use with customers.

Introduced sales promotion program designed to reward reps who help close new business. Two-hour meeting that was very effective. Did short product presentation to orthopedic group. Went well but didn't get much time to really cover what I needed to go over. Two of the doctors mentioned that they liked it, and the group said they would review it at a later date.

I must get some support from Drs. Nephews and Flowers in order to have a shot at this business. We discussed the business at Caylor Hospital and also targeted the Thompson Medical Pavilion at the university.

We will make a joint call there next week, and Gil agreed to make the necessary appointments. Began a series of appointments at Belleview Community Hospital. The first meeting was with Jan Wilson, OR manager and we discussed ways in which we might help them improve the utilization of our products by completing a review with her head nurses in the department.

We scheduled a time for me to come in next Thursday during the afternoon to meet with them. Met with materials management to present XXX. Don Hatch views these products as commodity products, but he did agree to switch over if we were priced lower than the current supplier. He gave me competitive code numbers and usage figures and asked me to offer a proposal when I'm back in next week. Appointment with Amy Mincer, manager of the emergency room.

She had requested to see XXX through a professional journal. We reviewed the product and she called Don Hatch to let him know that she wanted to place an order for 2 cases. Went back down to see Don and called the distributor to make sure that they had the product in stock. Don did place the order. In-service for oncology unit. Reviewed new product to be used by physicians and nurses.

A day in the life working in medical sales

Highlighted functional differences between current product and ours with emphasis on ease of use with our product. Staff liked the new measurement system because it eliminates faulty readings. Finished up day at the hospital with a quick call on Don Hatch's assistant, Mary Phillips. Mary does all of the ordering of our products for the hospital and has been complaining that she has had trouble getting some of our products through their distributor. She says that she has had no problems this week but that she will call me if anything else comes up. Back in my office at home to make phone calls to distributor and OEM reps.

Also, loaded car and prepared all sales collateral for tomorrow. Finished the day at 7: Picked up sales manager at airport and had brief sales update for the territory and reviewed sales forecast for the next quarter. This account has been a long-time customer and I have a standing appointment with Will every Friday at 8: He usually has a couple of people for me to see.

They need approximately 2 weeks' worth of product for an initial stocking order and also need the distributor to bring committed volume into the distributor warehouse. Austin is very analytical and wanted to see performance data on all of our product as well as a complete line-item pricing analysis. We did cover all of the product data today, and he wants the pricing comparison before he takes it any further. However, he was very positive about taking a closer look. Got a break to make phone calls and send a couple of fax follow-ups.

Spent most of the time on hold but did get two appointments set for Monday. In other instances it will be Senior Nurses or hospital procurement depts. Whilst the surgical team are setting themselves up, the patient is prepped etc, this can lead to a lot of delays and waiting around. This is an ideal time to make notes, call clients and schedule meetings. After the procedure you often have a moment to sit down with the consultant and obtain feedback.

This is a great time to overcome objections, if any. If the feedback is positive, you can make follow up appointments, discuss stock size, leave behind literature, business cards etc. As well as gaining new business, you will also need to look after existing accounts. Regular meetings and ward walking, means that you can check up on how your products are faring and obtain feedback and follow-up orders.

If one particular product is proving to be popular, this could be a good time to introduce other products in your portfolio by leaving samples and organising demonstrations. Relationship building is essential. In many cases you will become a familiar face on a ward or in theatre and you will meet a range of staff from surgeons, nurses, department heads and pharmacists.

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Each will have different needs, so you will have to be organised and know exactly how your products can benefit each and every customer. If your product is sold into theatre, there may be an on-call element to the role, whereby, you could be called out in the middle of the night. Occasionally you will also have to attend evening meetings which will often include a meal and a promotional presentation either by you or an invited speaker.

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