Insights

How Medical Device Companies Can Strategically Sell to Consumers

Brian Chapman, Pete Masloski

 


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Economic pressures on the health system have been mounting for years, pushed by demographics, shrinking reimbursements, increasingly expensive therapies, and, ultimately, payer consolidation and reforms. Hospitals are the fulcrum and the pinch point for these pressures. Medtech companies no longer can afford to focus on clinical benefits without seeking other avenues to drive value for their hospital customers. This has led to the key account management imperative: Find a way to create value beyond the product alone for stakeholders beyond traditional buyers.

 

About the Experts





Brian Chapman is a Principal in ZS’s Evanston, Ill. office and leads the consulting practice for ZS’s Medical Products and Services team. While at ZS, he has worked with companies on a range of sales and marketing issues, including sales force effectiveness, organizational design, opportunity assessment, channel design, new product launch strategy, value proposition development, territory alignment, and incentive compensation. Having spent several years working and living in Europe and Asia, Brian focuses on both U.S. and global projects. Prior to ZS, Brian worked in the chemical industry in a variety of technical and commercial roles. Brian has a B.S. in chemical engineering from Michigan Technological University and an M.B.A. with distinction from University of Michigan’s Ross School of Business.





Pete Masloski is a Principal in ZS’s Evanston, Ill. office and is a member of ZS’s Medical Products and Services practice. He has experience in an extensive range of sales and marketing issues, such as opportunity assessment, sales process and channel design, and account management. Pete holds a B.S.E. in chemical engineering from Princeton University and an M.B.A. with distinction from Northwestern University’s Kellogg Graduate School of Management.