3 min reading time

At MDMS, the Medical Device Marketing and Sales Workshop, last February, Utah-based Nic Anderson from Intermountain Healthcare made such a great point I asked him to write today’s post.

He writes,

Payers go to conferences, symposia, lectures and read endless posts on medical technology sales and the importance of maintaining a sound reimbursement case.

Why, then, don’t you have a link on your website specifically for Payers?

You’d like me to reimburse you, yes?

Well, I’m on your site now and can find information fit for a provider (time savings in the clinic, ease of use, etc.) but these may mean little to me.

* A scenario *
I probably know about you before you have sales reps in my area.

You hire sales reps in Massachusetts, New York, Pennsylvania and Ohio and you go to a trade show, conference or convention in Miami. You talk to some specialists who might like your product and, unbeknownst to you, two of them live in Salt Lake City.

They talk with me during one of our Value Added Committee (VAC) meetings; I review the product and create a medical policy months-to-years before you’re west of the Mississippi.

All the while I’ve been visiting your website looking for evidence of safety, efficacy, cost-effectiveness, cost-minimization, evidence-based pricing and cost and instead have found pictures of families with golden retrievers and a dearth of Payer-centric information.

* A solution *
Ask your web content people to create a “For Payers” tab on your site.

Put your National Association of Managed Care Physicians (NAMCP) dossier on it. Include all the charts, graphs, and bibliographies that make your case.

I’ll still do my own research because I know pertinent information will be omitted but at least you’ve pointed me in the right direction.

I’m privileged to see your incredible innovations your companies. Please keep up the good work!

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If that’s a great idea you hadn’t thought of, tell Nic “thanks!” in today’s comments and connect with him at https://www.linkedin.com/in/nicholascanderson

I also thank Nic for teaching a brilliant workshop on Health Economics and Reimbursement yesterday at our annual 10x Medical Device Conference.

I’ll make his talk available soon.

And the next MDMS (where Nic spoke) is the second week in August (8-9 in Philadelphia, 11-12 in Boston). Details at http://medicaldevicemarketingsummit.com

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DR. PHILIP LOW WAS ASTOUNDING

Our 10x Medical Device Conference speaker Philip Low was astoundingly good.

I couldn’t possibly do his presentation justice by attempting to summarize it in a few sentences – but I will name drop: Steven Hawking, Elon Musk, and Barack Obama have all met and worked with him on some level on his iBrain.

For today, I’ll leave you with a recent Newsweek article all about what he’s doing: “A Fitbit for Your Brain Is Around the Corner” at

Philip, you have my deep respect and admiration.

Profound thanks.

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Love from San Diego (wish you were here!)

Joe Hage
Medical Devices Group Leader

P.S. When you come to your first 10x, you’ll see we really have a family here. Pencil in May 1-3 for the 2017 event. I’ll refresh the http://medgroup.biz/10x website next month with early bird pricing.

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Corey Wilson
Consultant offering solutions in product development, innovation management, and business process improvement
Great conference & I really enjoyed Nic’s talk!! Wonderful perspective! Looking fwd to next year.

Nicholas Anderson
Scientific Advisor at Mountain Pacific Venture Fund
Thank you everybody! If you ever need anything, don’t hesitate to reach out. Best Regards.

Devin Nelson
Product Specialist at W.L. Gore and Associates
Really great points Nic, and something we need to be thinking more about.

Robyn Barnes
Business & Real Estate Writer, Regulated Industry Business Development, GxP Lifeline Media Professional
Thanks, Joe!

Brian Peddie
President
Spot on!

Benty Tsui
Sales Project Follower
thanks for sharing.

William Bayer
COO at USA BPO LLC
Well written and spot on, thanks for your insights.

Stacy May
Business Development Manager transitioning to Medical Device Sales
Thank you to share Joe Hage and Nic Anderson. Thank you to create and host the 10x Medical Device Conference Joe Hage!

Bruce Robie
Ortho/Spine Device Development Leader
Excellent message! Thanks for presenting it.

Clarisa Tate
Medical Device Professional, RA/QA/Engineering
In general I do agree with the idea. Placing it on the web makes it public so that has to be taken into consideration. Unless the company has a private area for payers with a user name and password.

Russell Milko
Regional Manager/Business Developement Manager at WCO, LLC
Great message from Nic Anderson with Intermountain Healthcare. I have worked with them in the past and they are just a great company.