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Regulatory | Sales & Marketing | Reimbursement | Force Multiplier
Sales & Marketing
Launching a new medical product involves many critical stages. As profitability is maximized in the market growth stage, USTR works with medical device companies during the product launch to develop goals and objectives to improve the chances of success in the US market. These goals and objectives include increased product awareness, sales, promotional and educational strategies.
Our focus is very often the smaller medical device company without a dedicated sales force. We employ highly skilled professionals with experience in the unique technology market. We understand sales are always the priority. We therefore create a market penetration program including sales and marketing actions.
Our custom built marketing and sales action plan allows for fast market penetration and permits the company to focus on its core business functions without over head costs associated with a full time sales and marketing force.
Increasing the awareness within the healthcare community of the value and importance of your product increases product value/equity and can lead to increased sales carrying momentum towards the more profitable market growth stage.
We market and influence those decision makers in a position to buy your product.
Our sales force can perform the following functions:
PROMOTION AND EDUCATION - Promotional strategies would typically involve developing and or distributing product brochures to various physicians, hospitals, insurers/payors and clinics. Other promotional strategies would include distributing samples and testimonials of peers to promote the products legitimacy. Education would include an onsite class curriculum geared for the target audience.
SALES -In this restrictive reimbursement environment having a reimbursement strategy with an on going sales program is essential to drive sales. Personal selling is a major component in sales because there is a direct correlation between the number of sites/physicians visited and the sales success rate. To expedite the diffusion of device innovation USTR takes an aggressive approach to identifying a hierarchy of facilities/sites to target and schedule and execute sales visits to those facilities. Once this schedule is established projected quarterly sales goals can be established.
NEW TECHNOLOGY ALERT -
USTR works with its team of professionals to identify emerging medical technology for healthcare facilities and professional
associations.
This includes regularly scheduled internet, real time seminars hosted by a USTR specialist based upon current information, decisions, opportunities and any new developments in emerging medical technology to promote member services and increase individual member revenue.
PHYSICIAN TRAINING PROGRAM - Develop a company device/procedure physician training program that will increase device sales.
TECHNOLOGY INFORMATION PACKS - USTR can create marketing materials to educate patients, physicians and insurance companies about the technology. These will enhance or be complimentary to existing sales activity by creating a presentation that supports why the medical device should be given preferential status.
TELEMARKETING - USTR engages this approach as a cost effective means to build product awareness. We contact advocacy groups with a vested interest in the efficacy of the product. Telemarketing strategies include distributing product brochures, peer testimonials and an executive product summary to the advocacy group. Our process determines what the level of interest is and if the group will advocate for the product. If necessary our USTR medical director will follow up with the group to address any inquiries.
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