July 25 2012 | 5 more medical device strategies doomed to fail in 2012

Download July 25 2012 | 5 more medical device strategies doomed to fail in 2012

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Listen to TIGI's Gunter Wessels and Charlie Johnson, in this timely and information-packed webinar.You can expect to learn: A review of the first 5 device strategies that are failing Five more strategies that are doomed to fail in 2012-2013 Practical implications for leaders, managers, and salespeople.

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<p> TIGI 2012 All rights reserved</p> <p>5 Medical Device Strategies Doomed to Fail in 2012</p> <p>Gunter Wessels, Ph.D., MBAPartner, Practice Principal, Total Innovation Group, Inc.</p> <p>gunter@mytigi.net@gunterwessels</p> <p>Charlie Johnson, M.Ed., B.S.Consultant, Leadership Practice Principal, </p> <p>Total Innovation Group, Inc.charlie@mytigi.net</p> <p>www.tigi.net</p> <p>More&gt;</p> <p>July 25, 2012</p> <p> TIGI 2012 All rights reserved</p> <p>Sluggish growth</p> <p>Market Share Decline</p> <p>Price/Margin Erosion</p> <p>Commoditization</p> <p>Diminished profitability</p> <p>Failure Defined</p> <p> TIGI 2012 All rights reserved</p> <p>Pricing Confidentiality Agreements</p> <p>Additional Salespeople</p> <p>Geographic Market Assignment</p> <p>Appeal to Physician Preference</p> <p>Feature-Advantage-Benefit Sales and Marketing</p> <p>The First Big 5</p> <p>12345</p> <p> TIGI 2012 All rights reserved</p> <p>5 More Strategies That Will Fail</p> <p>12345</p> <p>Add Features and Launch Now</p> <p>Go-Big - Win Big</p> <p>Get KOLs - Trickle Down</p> <p>Bet on Past Performers</p> <p>Drive Activity - Skip Training</p> <p> TIGI 2012 All rights reserved</p> <p>Focus: New Product Features and Advancements</p> <p>Add Features &amp; Launch Now1</p> <p> TIGI 2012 All rights reserved</p> <p>Problem: Solutions are more contingent on customer capabilities than more of the same advances in resolution, speed, accuracy.</p> <p> Care delivery is evolving Workflow remains a challenge Automation is critical Disruptive innovations can win...but more </p> <p>closely matched solutions are key</p> <p> TIGI 2012 All rights reserved</p> <p>Add Features &amp; Launch Now RemedyDemonstrate the value of your solutions and claim the realization of your benefits.</p> <p> Clinical Capability Enhancement Operational Efficiency Improvement Financial Performance in Cost Reduction and </p> <p>Liability Avoidance</p> <p>SM</p> <p> TIGI 2012 All rights reserved</p> <p>Focus: The Largest Customers or Potential Customers</p> <p>Go Big - Win Big2</p> <p> TIGI 2012 All rights reserved</p> <p>Problem One: The healthcare market is growing and declining at different rates in different spaces.</p> <p>Source: Medpac 2011 based on 2009 Discharge and Facility Count Data</p> <p>28%</p> <p>24%</p> <p>3%9%</p> <p>4%2%</p> <p>3%</p> <p>27%</p> <p>Critical Access Hospitals1290 Facilities</p> <p>3.8% of DischargesLarge Urban1310 Facilities</p> <p>45% of Discharges</p> <p>Other Urban1092 Facilities</p> <p>38% of Discharges</p> <p>Rural Referral124 Facilities</p> <p>4% of Discharges</p> <p>Sole Community394 Facilities</p> <p>6% of Discharges</p> <p>Medicare Dependent</p> <p>195 Facilities6% of Discharges</p> <p>Rural </p>