from Eric Boss
The challenge is, in most cases the doctor isn't the one with the checkbook. The C suite only wants to talk $ and ROI.

from Sami RIZK
thank you Joe for your continuous efforts in keeping us informed of all new medical devices and the technology involved.
best regards, Sami

from Stephen Glassic
The money conversation in regard to medical devices and medical care in general should only be in the context of reducing costs to patients and improving outcome for patients while only taking a reasonable profit. There are too many profit takers who don't really bring any true value to the table. They should be identified and eliminated. There are also too many corporate executives who just enter a corporation to create huge personal gains for themselves with the aim of jumping ship when the inevitable storm comes. They often do it by creating a false impression that they are making big improvements and big gains on wall street but in the process leave a lot of baggage behind when they take the golden parachute. These people should only be rewarded based on the long term value they provide in lowering patient costs vs patient health improvement while maintaining a reasonable and efficient corporate growth. Not perceived short term gains that will not stand the test of time.

from Annie Cohen, PMI-ACP, CPT
@Kokoo

from Jeannie Di Pietro
Medical device is not like it was 20 years ago with a few companies out there. Now there are 600 in the USA. Price and profit are definitely a big factor. You better know your competitors and show your features and benefits. And tell them how you will service their account with support. Hopefully you will have a great reputation and following.

from Jeffery W.
Love to hear about immunology job opportunities

from Martin Goodman
Thanks for posting Joe. Cost is important but I think many companies don't look at this seriously enough in early stages. Why not openly state cost benefits...if done well as part of a value based healthcare model I only see it as a positive.

from Igor Khait
It is not just upfront costs. What about technical support, consumables and throughput? For cartridge based instruments amount of cartridges needed and their price (plus their storage - refrigerated or not) it is consumables which determine price/benefit ratio.

from Mark Cieplinski
All healthcare providers are pursuing the Triple Aim and one component is to reduce the per capita cost of healthcare (1). Improving outcomes (2) and achieving greater patient satisfaction (3) are also important, but you cannot ignore the ramifications of "cost". You need to present the Venn Diagram of how your organization is prepared to partner with the customer to address all three components or find yourself losing to the competitor that will.

from Kiki Schmalzl, MBA-MIS,RN
Quad aims now to include staff satisfaction if I recall correctly.

from Tavo Kolling
Each of us wants to earn a good salery and so does my boss. If my boss is satisfied, I know that the business runs well.
This is my personal opinion about the price level... it saves my job.
If I, in addition can work for the benefit of the health, I'm happy to fullfil the job I do...

from Sorin Nicula
It's all about patient care, but.....At the end of the day you gotta draw the line $see where you at and pay your bill$$$$

from Michael Yow
It's not just about money it's the features and benefits that can make the hospital more efficient and gives them a quicker view of the patients status.

It's about proper documentation and the recall of past information that can help them understand and diagnose the symptoms of the patient.

Technology isn't free, I agree that cost can be an up front issue but the savings shown over time are what needs to be recognized to see where the money was spent and why it's a good purchase...

I'm currently unemployed so this is not a company line, it is how the healthcare system should view the value of their purchases... High prices don't always equal higher quantity, and lower prices don't always equal poor quality... you have to do your homework and talk to your counterparts in the industry...

from Jonas Persson
If it would be true that they are in it for a higher purpose they should be extremely cautious about the spend - the less cost incurred the greater the numbers that can benefit from these new or updated medications. Been there did it done it in Pharma and I had to puke every morning as the sounding board always was the “higher purpose”. We weren’t even allowed to mention the word saving... any company needs to be in control of their spend and ALWAYS - that is however true😊

from Kevin Bailey
As practices have been acquired and product choice being limited, surgeons understand the business aspect of device choice has moved much higher via value analysis. No matter how good the device ia for patients

from J. Logan Glahn
I agree. Unfortunately in the medical device implant world we have hospital officials making science based decisions as to what implants will and will not be allowed within that particular facility without having and science based training. Value analysis has nothing to do with the patient anymore and is simply based around cash flow control.

from Jihad A. Fakhreddine
This is absolutely spot on. We need to talk about features, efficacy, security and cost benefits for the patients, institutions and Drs. Everything must be discussed.

from George Nieuwoudt
Business is defined as a occupation and trade to make a profit... Maybe we should talk both.

from J. Logan Glahn
I agree ... and if this crowd thinks surgeons and other doctors closely involved in the medical device and implant realm aren’t savvy businessmen and businesswomen also taking advantage of the many different revenue streams created by the medical devices and medical implants you’re in for a rude awakening.

from Dr. Suresh Saravdekar
It's TRUE
They expend so much money to get their degree and to pick up to their career to their expectations ..

So it's now a give and take business
No more a pure service on one side and pure profit on other side ..
as it was previously..
We need to accept this reality..and workout a plan which will be win win for both..

from Karen Boyd, ASQ CQA
It's critical to discuss cost, as this will affect ability to market and reimbursement for buyers.

from Joseph Miller
Wink Wink

from Dan Cortez
Completely ok to talk about RVU’s but often get a bit standoffish if we talk about their professional fee $$.

I had to google "relative value units." 🙂

from Patrick Kammer
Two key areas that must be discussed - cost & competitive products. Knowing how to do so appropriately is vital.

from Chris Nevarez
Under 35? Many are struggling with their student debt and are all over this topic.

from J. Logan Glahn
As a medical device sales representative and distributor for nearly a decade the overall decision as to what implants will be used in surgery should fall in the lap of the surgeons. Right? For the patients sake first and foremost. It still does to some small degree. But overall value analysis teams with little to no operating room experience, no implant efficiency knowledge or training and no device longevity training are making a strongly science based decision. With little to no science training or background. They want cheap and poorly fabricated implants on the shelves because they can drive price points down. Drive cost down and save the hospital money overall. The unfortunate circumstance is when you use poorly made implants that tend to fail you end up revising the case and will in turn end up costing the hospital more money in the long run via hourly wages for staff and costs to keep the patient in the ICU after a revision surgery along with surgeon and anesthesia costs. Tech costs. Generally doubling the cost due to doing the case multiple times. Just my humble take in things.