Companies in the medical device industry must find ways to offer cost-efficient solutions to their price-conscious clients in medical centers. Many firms could lower prices by strategically streamlining their medical device sales models.

At most device companies, ?about 40 percent of their budgets are used to market and sell their products,? says Gavin Fabian, CEO of MedPassage, in an article on the Becker?s ASC Review website. Fabian calls these costs ?unsustainable,? explaining that ?the days of a salesman making high six-figure incomes, by spending their days inside the operating rooms of a few busy surgeons, are coming to end.?

To stay competitive, companies must pursue alternative, more efficient methods of sales and medical device marketing.

In fact, physicians are starting to prefer electronic interactions over face-to-face interactions. Most simply don?t have time to talk to a representative. So, instead of having 15 reps knocking on their door, they can take 15 minutes and talk electronically via Skype at a time that?s most convenient for them. The same holds true for recorded videos that they can watch at any time on their computer.

Fabian, in his interview on the Becker?s ASC Review website, raises three good tactics medical device companies could use to lower medical device sales costs.

1. Define which devices can be safely used without a sales representative present.
2. Limit sales representative costs on stable technologies.
3. Emphasize clinical data and cost efficiency in medical device marketing.

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