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# Medical Product Group Purchasing
 Medical Product Group Purchasing2018-12-26T12:51:13-06:00
Establishing synergistic relationships for successful market penetration and perpetual sales through utilization of Group Purchasing and Group Buying Organizations, Government Contracts, National, Regional or Local Contracts for Medical Product Promotion.
Healthcare providers rely on group purchasing organizations (GPO) to negotiate contracts with vendors of medical products and service providers. A group purchasing organization (GPO) helps healthcare providers, such as hospitals, nursing homes, clinics, physicians and home health agencies, realize savings by aggregating purchasing volume and using that leverage to negotiate discounts with manufacturers, distributors, vendors, suppliers and a multitude of service providers.
The landscape with nearly 1,000 Medical Product Group Buying & Purchasing Organizations is an ever changing industry in the medical sales arena. Choosing the right medical sales partners that will represent your product(s) is a big decision, a huge undertaking, and the results can have a lasting impact on your company — good or bad.
## Group Purchasing Agreements are powerful contract vehicles, but they do not create demand, and typically will not make sales by themselves.
As your company makes a commitment to sales, you will need a specific marketing strategy to achieve your sales goals. Independent Sales Reps, Manufacturer Reps and distributors will additionally support your contract awards through introductions and product promotion, along with additional vendor support opportunities offered by the contracting agency. (See a few )
## Government Contracting
MedCepts provides assistance to successfully target and accelerate business growth with the world’s largest client – the federal government. ($40+ billion market) VA Hospitals, Clinics, Military Base healthcare facilities and other Government agencies.
Federal government agencies and other major group buying organizations have aggressive goals aimed at spending a specific percentage of their annual budgets with small businesses – diversity businesses, minority owned and veteran owned businesses. Purchasing agents look to the small business community to provide services and products to achieve their contracting goals – (small business goals while also ensuring compliance with environmental and socio-economic laws and regulations.) See additional information below – Doing Business with the VA.
We can offer minimum assistance with contracting to delegating Four of our elite team members focused completely on Group Purchasing contracting; these are four members with TOP references from key executives for some of the largest Group Purchasing and Buying Groups in the nation – They sit on the executive committees of two major organizations that the Group Purchasing / Buying Groups and large hospital systems belong to. These organizations assist the healthcare entities in lobbying efforts in Washington, for things like reimbursement, Medicare rulings, and healthcare policy decisions in general. Additional considerations for employing a few of our dedicated team members is related to international sales experience for potential focus
!in that phase of your business plan. Network & Resources for medical sales business development for Medical Product and Service Providers – Unique Health care Marketing Solutions for medical product manufacturers, medical product providers, medical sales reps, independent sales reps and manufacturer representatives. Nationwide Medical Product Launch or National Medical Product Promotion. Group purchasing organization, Medical Buying Group, Collective buying power, National contracts, Government Contract, GPO, Health Industry Group Purchasing, GPOs, purchasing groups, group purchasing, health industry, health organizations Site Map Medical Product launch, Government Contract assistance, GPO contract assistance, medical distribution channels, medical sales teams, national business introductions, network of independent medical sales reps, medical sales representatives, independent sales reps, manufacturer representatives, medical product distributors, Independent Medical Sales Representatives & Direct medical sales reps Medical Product Distribution Channels and Management Services for your Medical Product launch. National or Regional GPO contract assistance. Government Contracts. Creative medical product marketing solutions. Sales teams to promote contracts.
MedCepts position on Buying Power or GPO Contracts: Obtaining a contract doesn’t always mean sales results. (It isn’t the total answer for instant sales results.) Working the contracts in combination with a national sales team begins to set the pace for sales. If you already have a sales team in place and they’re finding barriers to sales as a result of not having a specific contract, MedCepts can help.
## Insight to Doing Business with the VA
The mission of the Department of Veterans Affairs is one of service to more than 27 million veterans who have so unselfishly served their country. To accomplish this mission, the products and services of industry are required by a nationwide system of hospitals, clinics, Veterans Integrated Service Networks (VISN) and data processing centers which require a broad spectrum of goods and services. The VA purchase these goods and services on a national, regional, and local level. So no matter how large or small your business is, VA is a potential customer. Each facility purchases a majority of requirements for direct delivery through its local Acquisition office.
## Doing Business with Medical Centers
The Department of Veterans Affairs (VA) operates a nationwide system of hospitals, clinics, Veterans Integrated Service Networks (VISN), data processing centers, and National Cemeteries which require a broad spectrum of goods and services. We purchase these goods and services on a national, regional, and local level. So no matter how large or small your business is, VA is a potential customer. Purchases a majority of its requirements for direct delivery through its local Acquisition and Material Management office.
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The Office of Small and Disadvantaged Business Utilization (OSDBU) serves as the Department of Veterans Affairs (VA) advocate, to assist and support the interests of small businesses. A related mission of this office is to provide outreach and liaison support to businesses (large and small) and other members of the private sector concerning acquisition related issues. In addition, the office is responsible for monitoring VA implementation and execution of the socioeconomic procurement programs.
The mission of the OSDBU is to advocate for the maximum practicable participation of small, small disadvantaged, veteran-owned, women-owned and empowerment zone businesses in contracts awarded by the Department of Veterans Affairs and in subcontracts which are awarded by VA’s prime contractors.
OSDBU is responsible for the development of Department-wide policies, programs and practices relating to small business concerns, including:
–  Educating and training VA staff.
 –  Negotiating prime and subcontracting goals with contracting activities.
 –  Monitoring achievements and managing information system reports to VA executives.
 –  Advising contracting officials on procurement strategies to ensure equitable opportunities for small business concerns.
 –  Conducting market research to identify small business sources for competitive actions.
 –  Reviewing and approving procurements to assist concerns in SBA’s special business development program. As the small business advocates for the Department.
 –  OSDBU staff: Train, counsel and assist small businesses in their understanding of federal and agency procurement procedures.
 –  Advise businesses on marketing their products and services to VA and other federal agencies.
 –  Serve as the liaison office when small businesses encounter payment problems or other difficulties in working with VA offices.
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# Training Your Medical Sales Team
 Training Your Medical Sales Team2018-12-26T12:52:32-06:00
Training medical sales reps is not an option; it is essential for both individual and organizational success. When implemented effectively, it can significantly reduce turnover and improve loyalty and morale; all of which is good for the bottom-line, sales.
**Companies are more carefully scrutinizing their sales efforts and results**
## Medical companies have focused more on the sales function than possibly any other area.
For many, there has been nothing short of an entire reassessment of their existing sales organization, management personnel, sales strategies, compensation packages, and rep training. As a result, we are seeing not only major changes taking place to adjust sales strategies, but also more and more investment to enhance sales efforts. Among these strategies and investments, new and expanded sales training is typically being given one of the highest priorities.
## Sales Rep Training is An ongoing process
Expect to invest a lot of time training and communicating with your sales reps. Your sales reps require training to perfect their skills with knowledge specific to your company and product(s). Prepare them to be familiar with data, statistics, and specific issues in the health community specifically related to your products so they are fully able to communicate successfully with executive level professionals, doctors and other clinicians. Training cannot be accomplished in a two-day course and certainly cannot be accomplished by handing the reps training information and expecting them to read it, understand and finally translate it into closed sales. Once you have begun the training process, it is important not to expect all information provided to be absorbed, continuous reinforcement may be critical to successful sales results, which can be done during your weekly sales meetings or as simple as providing short and sweet weekly email updates. Training should be considered as a process that never ends.
As you coach your sales organization to success, remember your representatives are an extension of you, your company and your business philosophy. They are your living advertisements. Select and hire the “best” you can find and communicate with members of your sales team on a regular basis.
Often times, when working with Independent Reps, some management personnel may have the attitude that Independent Reps are… well… Independent. The truth is, that is poor management and sales management education is in order immediately before it trickles down to your sales force. When Independent Sales reps are not meeting your sales expectations, be sure to take a good look at the marketing collateral such as your  and educational material provided, the product as a whole, pricing, competitive advantages and potential sales barriers.  Communicate with your sales team members about results in the field and evaluate their reports immediately. Often times, it is helpful to consider how many times the product was introduced and the actual sales results. If the product was introduced to 10 – 20 potential end-users and not sold or not resulting in interest for future sales potential, why not? Be sure not to blame the rep! Analyze the situation and address it immediately. Remember, Independent reps want to sell, they NEED to sell to make any money! If they don’t see sales results after multiple attempts, they may simply move on to another product that will produce sales commissions for them and your management may say, “Independent Reps don’t work.” They will work and they do close sales! Companies of all shapes and sizes are utilizing Independent Sales Reps, from start-ups to multi-national Fortune 500 corporations. Be creative about addressing your sales team’s needs and their customers’ needs. Discussion of a Sales Force Philosophies & Economics: Independent Reps
# 
**Medical Sales Reps, a fast paced, high turnover occupation:**
 *Sell, Sell, Sell, Learn, Learn, Learn, Sell, Sell, Sell*
Medical related sales is a fast-paced, high-turnover and very competitive business that rewards assertiveness, persistence, and knowledge. Medical sales representatives spend most of their business time on the road increasing the visibility of their company’s products and the volume of their sales. The medical sales business can be a hard life, particularly for those trying to maintain a family life as well. The need to sell extends to social functions and free time, and the already precious family moments can erode further to the point where many reps are forced to reevaluate their commitment to their profession. This difficult balancing act is complicated by the additional pressure of being an independent sales rep, a commission-based occupation, as all of their income is riding on their ability to get the product into the hands of the end-user. Help them to close sales – provide them the necessary tools needed to keep them focused on your products and to succeed with same.
**Motivational:** It is wise to remember that most of us love to be fussed over. We like to be recognized and appreciated. Special awards, plaques, club memberships, and special privileges, are ways of acknowledging accomplishment and saying thank you. For example, are you familiar with sales person of the month award programs? They work.
When you find a way of telling a representative thanks for a job well done, it boosts the morale of all. Everyone wants to feel important. You will find that if you reward and recognize your sales team’s accomplishments, they will respond with loyalty and dedication. Such efforts will help you grow your business to prosperity.
**Average Annual Cost Per Direct (Salary) Rep: $150,000.00** Recruiting, hiring training expense, salary, variable incentive compensation, payroll taxes & 401K contribution, paid vacation, insurance & workers’ comp, auto, travel, computer & communications equipment, inside sales support… Estimated total annual cost of direct sales employee with base salary of $50,000 is estimated at $150,000.00 per rep! Invest some of that savings in educating, motivating and rewarding your Independent commission only sales team members.
**Thoughts for the day:**
–  “Once an organization loses its spirit of pioneering and rests on its early work, its progress stops.”
 –  The business that considers itself immune to the necessity for advertising sooner or later finds itself immune to business.
 –  The very best sales presentation is one that’s well thought out and anticipates any questions… answering them in advance.
 –  If you don’t drive your business you will be driven out of business.