MedCepts Liaison Positioning For Independent Medical Sales Reps, Medical Product Suppliers, Medical Product Distributors and healthcare providers. (The following information is for independent sales reps relative to the discussion on successful results with introductions of a medical product in their territory. The information also provides significant points for medical product manufactures to consider when introducing their products to network members and additionally supports our values as an entire network to provide healthcare providers with Strategic Cost Optimization and Revenue Enhancement Solutions.) 

A  Philosophical View from an Independent Medical Sales Rep's position - Is the Product or Not?

(see also: A Philosophical View from the Supplier's Position & A Philosophical View from the Healthcare Provider's Position)

What product line(s) does an independent sales representative choose to promote?

Every Independent Sales Associate has Questions during a product review prior to taking the sales opportunity on, but MedCepts goes DEEPER and WIDER into the Discovery Process to extract the core issues you seek answers to.  We’re NOT afraid to ask the hard questions because we’ll get the answers.

• Does a Medical Product REALLY have all the BELLS and WHISTLES it presents with?
• Is the medical product outdated in a technologically advanced Medical world?
• Where does the product or service stand on a Competitor’s Matrix?
• Does it really have “NO COMPETITORS” or “ONLY ONE COMPETITOR that’s twice the price” or….      

        You’ve heard It from suppliers; We’ve heard it too! (AND suppliers can recall thinking that!)  Remember, Suppliers are closers too! They need to sell to YOU... before YOU can sell to the end user!   

MedCepts explores what you would (or should) be exploring AND what every Supplier/Manufacturer should ask themselves about their products:

• What is the clinical value?
• Is there a single source provider or market saturation of distribution channels?
• Is the medical product or company well Branded? (Company infrastructure, support system - also for end-users healthcare providers) 
• Does the medical product (or healthcare related service) meet and exceed PPACA / PPA Criterion?
• Does the medical product (or healthcare related service) provide a value proposition?
• Does the medical product supplier offer private label or co-branding capabilities?
• IS there ROI potential? (Return on investment for the independent reps efforts and the end user - the healthcare provider?)
• Does the medical product (or healthcare related service) provide Cost Optimization and Revenue Enhancement for the healthcare provider?
• Are there Reimbursement Codes?
• Does the medical product (or healthcare related service) support & enhance clinical and operational initiatives?
• How strong is the Marketing Material and Sales Presentation Material?
• What is the Potential Adaptability aka Market Share potential?
• What is the product's Present Market share or HISTORICAL REP SUCCESS—what are the present independent sales reps closing in sales?
• Okay, let's be direct: HOW MUCH MONEY as An Independent Medical Sales REP Can I Make?
• What are the sales barriers: Let's face it, knowing the barriers in advance helps by being forearmed with answers!
• Are there Demonstration Units available for the independent reps, if needed for closing sales?
• What sales closing techniques are the most successful independent reps utilizing? Are Call scripts provided? Do they work?
• What is the introduction to closing ratio?
• Are there GPO contracts or other national networking alliances, references from sales already closed, Physician Sponsors, Corporate Leads, Corporate marketing, Corporate Infrastructure, Sales Support, Customer Service Support

What happens when MedCepts explores—WE DO THE WORK FOR YOU  ....  and sometimes WITH YOU.

Our objective is to go above and beyond the aforementioned questions; we seek to additionally explore and review:

• Any and All Available data the Supplier can provide:  Market analysis, case histories, clinical studies, market trends, Clinical News, Press Releases, Geo/Demographic Info (GIS) reports, Corporate or Product SWOT analysis, competitors analysis, White Papers, End User Guides, results of beta testing, is it a Pioneering Opportunity and is the supplier providing creative and higher commission compensation for breaking into new markets, is it a "BRAND" well known with sales established, possibly providing a smaller commission structure but sales close quicker, is there residual income.....

• Needs Analysis - Comprehensive channel reviews to assure the success of the medical product or healthcare related service for the independent medical sales reps, medical product distributors and the manufacturer or primary supplier:

                  -  Target market identification
                  -  Sales presentation review
                  -  Contracting review
                  -  Sales compensation plan review
                  -  Sales rep/team assessment
                  -  Distribution channel needs assessment
                  -  Market research review

• Profile, Recruit and align the BEST-of-the-BEST Independent Sales Reps
•     Resume or Bio review of the Independent Sales Rep and Independent Medical Product Distributor - does the medical product or healthcare related service offered really fit your niche call points and already established relationships?
• Independent Sales Rep and Distributor screening - Interview & business review - how well will you succeed?
• Contract negotiation and commission agreement  reviews
•    Proactive and continuous review of sales activities and sales results with peer to peer communications - talk with those succeeding with a specific product or service. Grab ideas and run with them!

(Medical Product Manufacturers and Service Providers - See turn-key solutions of the Sales Management Services offered by MedCepts)

The truth is, some companies do not have all of the answers we seek or even the revenue to invest to determine same - so where do we go without answers? Should MedCepts recommend to the company or the inventor to invest tens of thousands of dollars to provide us (or you) this data? Or do we turn to our unique members of our Network to explore? We KNOW you want to know about those potentially hot products - even when the product is directly from the inventor and potentially without market presence as yet.

How does MedCepts explore WITH you?        

Perhaps you've received an inquiry from MedCepts such as the following:

"MedCepts is looking at a ___ product that will diagnose ______. The Potential Competitor is ______. Any experience or additional information would be helpful for a new product introduction. Be sure to let us know of your interest for this product alignment."

Typical and actual results of our exploration with YOU, our network members: 12 elite network members received an inquiry based on their sales experience, product specific, relationship with MedCepts, with multiple additional other factors considered. Within 3 hours MedCepts received SIX responses that included telephone communications, faxes and email responses. What did we receive? Copies of the competitor's sales material including pricing structures, the Potential product's Pro's and Con's, along with other powerful decision making material to identify whether to forge ahead or to use due caution. We utilized the information in our own database, along with everything we received from network members. In this particular situation, the manufacturer actually had a few other competitors they were not aware of resulting in an educational opportunity for the manufacturer.  (Limited information is provided on products of our Client network members.)

In the event we begin an exploratory product launch - MedCepts forges ahead "pioneering" WITH YOU, the independent sales rep partner. MedCepts commits to placing only a select few independent sales associates in the field with a "pioneering" product - (AKA beta - soft launch.) We become pro-actively involved through:

Actual participation in sales training and throughout each step of the entire process for the new product alignment, we monitor sales results, sales activities and YOUR REPORTS of whether the product is HOT or not. Typically, in within just a few months (sometimes sooner or slightly longer depending on the sales process) with only a handful of independent reps in the field, we can all see the potential if the product or services offered is HOT! Those independent sales reps that are successful in a "Beta-Launch" are acknowledged in our network system! (A part of our proprietary network member ranking system.)

Hot Products are winners and MedCepts continues on with implementing more sales channels.......

inclusive of MedCepts' true road warriors - Network Members!

If it's not hot? Perhaps the product simply needs updating and introductions to a network member that can offer a few "aesthetic" upgrades... Perhaps the birth of "The Next Generation"... Perhaps it needs to be partnered with another product that may provide support for sales..... Or perhaps... The product was presented a weeee bit over priced for what it offered?.....If it's not hot, You know who the Supplier is going to blame... (see: A "Philosophical View from the Supplier's Position") ... Seriously, with multiple reps out there in the field, we begin to see the potential of whether it's hot or not. When we take on a "pioneering product" we inform the supplier that we (you - our network members) will explore with only a few select independent rep network members (experienced in soft launches) and explore the happens. Positive results means EVERYONE is happy and we continue the momentum a little more aggressively! (Okay, a LOT more aggressively.)

See also - Pioneering a New Medical Product or healthcare related service in your sales territory

Tell us YOUR STORY: Is it HOT or not? Share your story about a product that you took on and thought you could do well, but didn't. Be sure to tell us why it didn't - were you out there promoting the product? (Be sure to cover what the manufacturer might have thought why you weren't successful.) Use our Contact Us page to submit your story - be sure to clearly label the top of your entry with:  "Is the Product Hot or Not - A  Philosophical View from an Independent Medical Sales Rep's position"

Read stories of other rep network members - Coming Soon! Be sure to explore the Supplier's side too!