2. TheSelling environment in the acute care market has become complex, as hospitals look for return on investment
through value added services and performance products. Decisions to “buy” are looked at by a host of decision
makers and committees, such as the New Products Evaluation Committee, Perioperative Committee,Supply Chain
andCorporate OfficeAdministration (IDN). Product conversions and large capital outlay are often scrutinized by the
C-Suite,Chief of Surgery andChief FinancialOfficer.
Approach for Incorporating a Comprehensive Strategy:
Understand the unique buying process at each facility
Secure evaluation and demonstrate product to the user buyer
Work Clinically with Physicians/Nurses to drive sales
Educate physicians, SurgicalTechs and Nursing Staff
Detail published studies; prove product efficacy and clinical outcome
Work with the technical buyer to assure quality, specifications and proposal
Provide a solution for the economic buyer (often in the C-Suite):
Standardization of products/services to reduce cost
Verify return on investment through analysis, assessment & understanding hospital/IDN operations
Reduce operating time while reducing risk
Prevent errors at all points of care
Improve safety and make the care process easier for clinicians. Help streamline workflow, improve financial
performance and facilitate regulatory compliance
Offer a service that a competitive hospital may not offer; attract valued physicians
Provide value added services
Partner, to create a win/win
Routinely present to decision makers at committee meetings, grand rounds and C-Suite
Consultative approach at all levels with measurable results
Strategic Selling
In the Hospital Environment
3.
4.
5. Sterilmed, Inc. (division of J&J)
Johnson & Johnson
Medical Device Reprocessing & Private Label
Disposable Device Sales
