THE REP-LITE DIFFERENCE
Rep-Lite is the clear solution to an industry experiencing a perfect storm scenario. With increased risk, higher expectations; all in the midst of cost compression, industry providers are desperate for alternative cost-effective remedies in ever-competitive environments. Rep-Lite provides a result proven model that allows for the preservation of time and resources all while increasing provided quality customer service. Our customers experience a significant decrease in the cost of being in business all the while improving efficiency and building customer loyalty both in their current lines all while being able to expand ancillary products and service offerings. Rep-Lite’s proven model in diverse industry platforms and extensive industry experience is changing how manufacturers accomplish business in the current environment.
Number of Device Sales Reps
Average Medical Device Sales Rep Annual Attrition
NUMBER OF MEDICAL DEVICE SALES REPRESENTATIVES REPLACED ANNUALLY
Cost to replace reps annually
Growth Rate for Contracted Services
Average Cost of Rep Turnover
Number of hospitals in the US
Number of Ambulatory Surgery Centers in the US
Traditionally, medical device manufacturers hire inhouse sales reps to cover large territories for device sales and support.
How it Works:
Device manufacturers work with distributors or hire their own sales reps to sell multiple lines to an excessively large territory of numerous accounts. This method can result in distributors being tasked with so many lines that it becomes difficult to maintain focus on each client.
Why It Doesn’t Work
When manufacturers hire their sales and support reps directly, they often represent accounts all across the U.S. This means extra time and money spent on frequent long-distance travel, which results in overworked employees, causing higher turnover. Since accounts are spread out geographically, there’s the risk of some clients not receiving timely support without a dedicated rep, like what Rep-Lite offers.
Manufacturers contract with Rep-Lite to provide technical know-how, reduce overhead, and streamline sales & support processes.
How it Works:
With the contract model, Rep-Lite handles everything from recruitment to onboarding, HR, management to sales and technical support. Rep-Lite handles meetings with the manufacturer to define coverage parameters and hospital targets.
Why It Works
Rep-Lite has a steady, broadly sourced talent pipeline available on demand. Since our reps are dedicated to a small, very specific area—often just one facility—they’re able to provide timely, quality, efficient support that keeps your healthcare partners happy. Our employees are also much happier with manageable workloads and better work-life balance, so there’s savings to be found in decreased attrition.
This model eliminates the sales rep from providing live support during procedures and replaces them with hospital personnel.
How it Works:
The device manufacturer sells its equipment directly to the hospital at a significant discount and with no training or ongoing sales rep support. The hospitals hire and train their own staff to perform sales and support functions.
Why It Doesn’t Work
Since no initial or ongoing support is provided from the manufacturer, device expertise is limited and patient outcomes are likely to be affected. The hospital staff responsible for sales and support often get pulled into other hospital tasks. This leads to incredible inefficiency and heavy workloads that contribute to high attrition, which ends up costing much more than the up-front discount on the device.
RELEVANT INDUSTRY NEWS
Rep-Lite is able to de-risk the hiring process while offering a strategic operational efficiencies. Anyone looking to compete in today’s cost conscious age of healthcare should consider Rep-Lite for paradigm shifting business models that produce results.
Saul Marquez, Founder Outcomes Rocket Podcast
Rick Barnett is one of the most innovative minds in our industry because he understands how to align the needs of the patient, the payer, and the provider. This is a very interesting model that removes a lot of litigation and regulatory risk. I can imagine payers literally buying into this company to ensure that technology is used prudently and on-label. Same goes for hospitals and IDNs, HMOs… Kaiser?
Michael Tar, Senior Product Development Strategist at NAMSA
For example, yesterday a large account had equipment break down. I called Mark early in the morning and he switched his entire day around to make sure this account’s issue was fixed and he could clean their carts. The OR manager texted me immediately and thanked me profusely for Mark jumping on their issue so quickly.
He’s honest, reliable, and I can always count on him. I’ve asked him to meet me at unrealistic early hours of the morning and also stay late and he is always there.
Thanks, Mark, for all you do for us. I would be lost without you. There is no doubt you play a large part in our success here in the Bay area.
Sales Representative, Current Client
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