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How to Get the Surgeon’s Attention
By Elizabeth Hofheinz (posted December 18 , 2007)
Understanding relationship dynamics and having the chutzpah to put your best creative foot forward can garner you real success as a sales rep. Find out how to bring inventiveness to the sales process so as to attract and retain the surgeon’s attention.
Selling Yourself: Career Advancement for Sales Reps
By Elizabeth Hofheinz (posted December 10 , 2007)
Are you considering becoming a distributor or do you plan to advance within a company? Either way, you need to be ready. You will want to know how to make product line choices, hire a sales force, and lead others, among other things.
 Engineering Your Way to a 510(k)
By Elizabeth Hofheinz (posted November 7, 2006)
FDA regulations, internal corporate policies, recommendations from the legal department—these and more must be taken into consideration when traveling the road to a 510(k). Peter Harris, senior project engineer with K2M Inc., is an expert on this strategic, methodical journey, and knows the pitfalls that can crop up along the way.
The Association of Residency Coordinators in Orthopaedic Surgery
By Elizabeth Hofheinz (posted October 17, 2006)
A resident shows up at the correct hospital, fully credentialed and mentally prepared for the challenge ahead. The Association of Residency Coordinators in Orthopaedic Surgery has likely had something to do with this. ARCOS, a growing professional entity, moves mountains to streamline the residency experience for students and administrators alike.
You’ve Built It, They Came, Now What? Corporate Exit Strategies
By Elizabeth Hofheinz (posted September 12, 2006)
Think an IPO is your panacea? Think again. In choosing the appropriate exit strategy for your company, there are numerous, vital things to consider. Things that may lead you in another direction.
The Spine Masters Institute: Five Acres, 36,000 Sq Ft Dedicated to Spine Education and Training
By Elizabeth Hofheinz (posted August 22, 2006)
Building the world's premier spine institute involves ingenuity, solid funding, and hard hats. Welcome to the surgeon’s newest destination for training in the art and science of spine surgery.
No Such Thing as a Know-It-All: The Value of Training to Sales Reps
By Elizabeth Hofheinz (posted August 14, 2006)
The memo comes across your desk. “Your presence at tomorrow’s training program is expected.” You put your hand to your forehead—yep, you’ve got a fever.
What Venture Capitalists Want (No, It’s Not Blood)
By Elizabeth Hofheinz (posted August 7, 2006)
First, you’ve got to get their attention. Then, you have to be dazzling enough to hold it. Click here to learn what financing expert Ron Yagoda says are the musts in dealing with venture capitalists.
Manager’s Corner: How Good Is Your Team
By Roy Fiebiger, Managing Partner, Sanford Rose Associates-Silicon Valley (posted July 27, 2006)
A common belief in the venture capital community is that a key factor in determining the success or failure of an early-stage company is the strength of its management team. As an orthopedic company executive, chances are you have built or inherited a team. Hopefully, most days your team works pretty well. Perhaps you yourself are a part of a higher (executive) team. Perhaps your team members have their own teams in place. Looked at from this perspective, your company is a collection of overlapping teams—from the board of directors at the top, to the marketing department on down to the smallest group in your organization.
Growing a Company, Growing People: How to Develop Employees
By Elizabeth Hofheinz, M.Ed., M.P.H. (posted July 18, 2006)
Having a successful company means knowing how to motivate and encourage people. Click here to learn what management expert Lew Bennett has to say about how to work with employees and earn their respect and loyalty.
Financing a New Venture: The Least You Need to Know
By Elizabeth Hofheinz, M.Ed., M.P.H. (posted July 11, 2006)
Ok, time to shake that money tree. Where to go? Aunt Edna? Angels, the bank, venture capitalists? Hard to know where to begin and what to do when you find a friendly face. Entrepreneur Ron Yagoda has some very handy advice indeed. Click here for a new procedure—the wallet-ectomy.
Getting Your Name on the Contract: How to Land New Product Lines
By Elizabeth Hofheinz, M.Ed., M.P.H.
Sometimes, the other distributorship wins the contract. What do they know that you don’t? Click here to learn practical strategies for bringing home a new product line.
Adding a New Product Line: Are You Ready?
By Elizabeth Hofheinz, M.Ed., M.P.H.
While it is natural for a distributor to get excited about adding product lines, the willy-nilly, headfirst approach won’t work. Sales and distribution expert Joe Sansone recommends another, more logical, approach. Click here to get advice on how to assess your readiness for new lines.
Hiring Sales Reps: What Distributors Should Know
By Elizabeth Hofheinz, M.Ed., M.P.H.
Hiring is a process, not an event, says industry insider Lew Bennett. Learn how reviewing your existing sales force and utilizing solid interview techniques can guide you to make smarter hiring decisions. Click here to get Lew Bennett’s interviewing recommendations.
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