independent rep survey results william sever. review results of survey conducting with the extended...

Independent Rep Survey ResultsWilliam Sever

• Review results of survey conducting with the extended Independent Rep team

• Gain clarity regarding your thoughts on the issues– Make sure we are addressing the right issue

• Look at a few common objections we have heard that were not on the survey– Discuss other objections for follow-up

• Plan to discuss action steps in Tuesday’s session

Meeting Segment Objective

Q1 – Product Knowledge

Q2 Identify Critical Objection/Stall

• Lack of GPO/IDN Agreements

• Lack of VA Agreements

Critical Objection/Stall

• Distributors issues – Customer not knowing how to order:• Direct? • Through Distributor?

– Going through a distributor that is not contracted with facility slows down the process

– SKU issues– Stocking orders

Critical Objection/Stall

• Reluctance to change– Allegiance to current vendor– Indifferent about product/product differences (all

the same to them)– Too much work to change suppliers- what’s the

gain?

Critical Objection/Stall

• Value Analysis or New Product Committee– How do we get them on our side?

Critical Objection/Stall

• Cost– Product is more than current products being used– How do we convince them the incremental product

cost is justified?– How do we get Materials Management on our side?

Critical Objection/Stall

• Reusable– Some customers think reusables are just fine

Critical Objection/Stall

• No time for a face-to-face meeting• Education• Concept of Acute Sale

Other Objections Listed

• We are on contract with KC• We do not have space for the Tower• Can I just use the frame over and over again?– Avoid the expense of assembled eyewear?

• If I purchase your eyewear, I cannot afford to purchase the wall mount holders

Other Objections We’ve Heard

• Materials Management is not interested in purchasing additional disposable eyewear since we already purchase a private label separate lens and frame system

• I am currently buying a face mask with a face shield. If I buy your eyewear I still have to buy a face mask – my costs will go way up

• Other objections?

Other Objections We’ve Heard

Q3 Things TIDI Can Do Better

• Contracts – GPO, IDN, VA

• More Leads

• More Conventions

• Drop Price

Top Things TIDI Can Do Better

Q4 Best Department to Target

• Infection Control and OR top the list

• Also,– Employee / Occupational Health– Emergency– Labor & Delivery

Target Departments

Q5 Most Helpful TIDI Efforts

• Inside Sales

• Literature/Research/Studies/White Papers

• Sample Policy

• Convention Attendance

Top TIDI Efforts

• TIDI will review today’s input and discuss action steps tomorrow

• Thank you!

Next Steps