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
Top Related