2. What You Will See
• Hospital Surgeon Interviews
• Atrium Sales Rep. Interviews
• Additional Research
• Business Plan
• Why Me?
2
3. What You Will See
• Hospital Surgeon Interviews
• Atrium Sales Rep. Interviews
• Additional Research
• Business Plan
• Why Me?
3
4. Hospital Interview
Summary
Dr. David Hull
Dr. Paul Vignati, Evelyn J.
Hospital General
General DeJesus, RN/
Surgeon Surgeon,
Surgeon, Colon BSN Nurse
Interviews Transplantation
& Rectal Surgery Manager
Surgery
Atrium Sales Julie Hetey,
Chris Rowe, ME,
Rep. Upstate New
NH,VT
Interviews York
Additional Anatomy of a
Hernia Repair
Research Hernia
4
6. Questions & Answers
1. Tell me about your practice.
Practicing at Hartford hospital since 1987, since then he has been awarded the Hero's Award, Leadership Award,
American Liver Foundation's Doctor of the year Award, and CT Magazines Best Doctor Award
2. What did you specialize in?
Dialysis Surgery, Cardiac Disease, Liver Disease, Pancreas Disease, Gastrointestinal Cancers, Liver and Kidney
Transplant
3. What percentage of your surgeries were Hernia Repairs?
Less than 10% mostly preformed in first years of practicing
4. What age group of patients did you work with?
6 to 100 yrs old
5. What brand and product did you use for Hernia Repair? What did you like about your method?
Used to use Bard mesh plug and patch, It was an easy process
6. How often did you see your med reps? What did you expect out of your reps?
It depends what rep but usually once a month, I expect trust, knowledge and good follow up
7. After I am offered a position with Atrium, would you refer me to any of your colleges to hear more about Atrium’s
products?
Yes of course
6
8. Questions & Answers
1. What products do you and your surgeons prefer to use in surgery for hernia repairs?
Covidien mesh products
2. What do you like about your product?
Covidien has a large list of products to choose from
3. What do you look for when choosing your hernia products?
Unique product, Easy to use meshes, Good pricing
4. What do you expect out of a sales rep?
For them to be well educated and very knowledgable about their products, Know the benefits over
competitors, and make good timely follow ups
5. What is the best way for a new rep you don't know to approach you?
I am very busy but for a new rep that I do not know just approach me politely and ask when I have
a few minutes to talk about the product, the set up a time and I will make sure to hear you out
6. After I am offered a position with Atrium, would you want to hear more about Atrium’s products?
Yes
8
10. Question & Answer
1. What products do your surgeons prefer to use in surgery for hernia repairs?
Covidien
2. What do you like about your product?
That the Surgeons are satisfied with the product and its easy installation
3. What do you look for when choosing your hernia products?
Affordability, Knowledgeable sales reps, Free samples or trial periods
4. What do you expect out of a sales rep?
Flexibility with their time, Dependable with follow ups, Knowledgeable, and they will
Offer free trial periods or samples of the new product
5. What is the best way to approach you?
Phone or in person, either way as long as you respect my time and if I am extremely
busy you can be flexible with your scheduling
6. After I am offered a position with Atrium, would you want to hear more about Atrium’s
products?
Yes
10
11. What You Will See
• Hospital Surgeon Interviews
• Atrium Sales Rep. Interviews
• Additional Research
• Business Plan
• Why Me?
11
12. Julie Hetey
NY Atrium Rep.
1. How was your transition into Medical Sales?
Before Atrium I was in Opps Equipment Sales, it was a lot more math and calculations
on the spot with potential clients. With Med device there are GPO (contracts in place)
which was different for me but great.
2. What has been your biggest challenge?
There is no clear cut process to selling because each hospital works differently. You
will be interacting with many different rolls with in the hospital, clinically speaking with
Surgeons, talking to Nurses and OR Directors, and selling to Material Directors. Its a
tough juggling act but learn the in's and out's of each hospital.
3. Why do you like working for Atrium?
Atrium is a great company with a bright future and we are growing rapidly. We have
incredibal products and great pricing. GPO – great market potential
4. Any advise for my field research?
Right when you get started pick a few great doctors that you hit it off with and work
them really hard, absorb everything they teach you so you can use it when working on
the harder to break into prospects.
12
13. Chris Rowe
NH, ME,VT Atrium Rep.
1. Where were you before Atrium?
I was in Lab Sales and previous to that I was in Pharma. Now I have been working for
Atrium for 2 years
2. What has been your biggest challenge?
Covering a huge territory is very difficult in the sense of time managment. Waking up
at 4 am to get to where i need to be that day, spending hours on the road can be tough
for some people. Once you have worked your territory and picked all the low hanging
fruit it can be tough. Getting the trial is the hardest part, actually doing it is easier.
3. Why do you like working for Atrium?
Solid reputation,Unique product line, great training (Dan Hale), the harder you work the
more money you can make
4. Any advise for my field research?
Find out who really is in charge at the specific hospital it will vary. Find out who you
have to please before you get the sale. The key is to understand each hospital and
figure out their specific rules. Be willing to get knocked down but make sure your able
to pop right back up.
13
14. What You Will See
• Hospital Surgeon Interviews
• Atrium Sales Rep. Interviews
• Additional Research
• Business Plan
• Why Me?
14
18. What You Will See
• Hospital Surgeon Interviews
• Atrium Sales Rep. Interviews
• Additional Research
• Business Plan
• Why Me?
18
19. 30-Day Business Plan
• Successfully complete home study
• Successfully complete training
• Learn company policies
• Talk to the best reps with in Atrium and find out how they got started
• Establish territory routing
• Contact 100% of highest-priority targets to set appointments
• Organize storage unit and trunk for maximum efficiency and
productivity
• Begin work in the field with primary focus on highest-priority targets
• Get on lunch cancellation lists at offices where lunch appointments are
unavailable
• Establish relationship with a successful Atrium rep and schedule
regular meeting with mentor
• Learn proper paperwork procedures
• Turn in all assigned paperwork and reports and transmit call activity as
scheduled
19
20. 60-Day Business Plan
• Complete two full cycles through territory
• Adjust territory routing as needed based on availability and geographic
efficiency
• Schedule at least one speaker program
• Maintain regular contact with Manager to ensure appropriate progress
is being made
• Maintain regular meeting schedule with mentor
• Continue self-study to ensure a solid base of medical and product
knowledge
• Research creative ways to gain prospects attention
• Continue to turn in all assigned paperwork and reports and transmit
call activity as scheduled
• Close new business
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21. 90-Day Business Plan
• Re-evaluate business plan to ensure success (outlined goals,
benchmarks, processes, and accomplishments)
• Continue to adjust territory routing as needed
• Schedule at least two speaker programs
• Maintain regular contact with Manager to ensure appropriate progress
is being made
• Maintain regular meeting schedule with mentor and partners
• Continue self-study to ensure a solid base of medical and product
knowledge
• Decide on one creative way to strengthen relationships with Doctors,
staff, Hospital personal, Material purchasing managers
• Continue to turn in all assigned paperwork and reports and transmit
call activity as scheduled
• Close new business
21
22. What You Will See
• Hospital Surgeon Interviews
• Atrium Sales Rep. Interviews
• Additional Research
• Business Plan
• Why Me?
22
