Selling medical equipment to hospitals can be a challenging endeavor, requiring a strategic approach to effectively convey your value proposition and reach decision makers with purchasing power. This article aims to provide guidance and insights for companies involved in the sale of second-hand and refurbished medical equipment to hospitals. By following these tips, you can enhance your sales strategy and increase the likelihood of success.

Three Tips for Selling Medical Equipment to Hospitals:

  1. Targeting High-Value Facilities:

Identifying high-value facilities is a crucial step in the sales cycle. By determining your total addressable market (TAM) and segmenting your market into territories, you can prioritize accounts that are most likely to benefit from your medical equipment.

To target the right hospitals, it is essential to gather relevant information, such as:

  • Identify the physicians practicing at the facility.
  • Understand the patient demographics and the conditions they are being treated for.

For example, if your medical equipment specializes in knee replacement procedures, it is prudent to target facilities with high volumes of knee injury diagnoses or knee replacement surgeries. Utilizing tools like HospitalView, which provides information on high-volume procedures and associated physicians, can assist in identifying target hospitals effectively.

  1. Demonstrating Value through Performance Metrics:

To effectively convey your value proposition, it is crucial to highlight how your medical equipment can help hospitals meet their goals and improve patient outcomes. By presenting data-driven performance metrics, you can illustrate the positive impact your equipment can have on quality performance and patient care.

Consider emphasizing metrics such as:

  • 30-day readmission rates
  • Co-morbidities
  • Patient complications

For instance, if you are selling a drug-eluting stent with a higher success rate than existing options, emphasize how it can improve care outcomes for angioplasty patients, reduce readmissions, and prevent complications. By showcasing the multiple ways your equipment can enhance care quality and reduce costs, you increase the likelihood of closing a deal.

  1. Addressing Facility Pain Points:

Understanding the unique challenges faced by hospitals is vital in demonstrating your knowledge and tailored solution. By identifying and addressing specific pain points, you can establish credibility and present your medical equipment as the ideal solution for their needs.

Key metrics to consider when selling to hospitals include:

  • Diagnosis and procedure volumes
  • Quality performance metrics

By analyzing these metrics, you can identify areas where hospitals may struggle, such as high readmission rates or healthcare-associated infections. Tailoring your solution to address these pain points, such as offering a prosthesis that reduces complications and secondary surgical procedures, demonstrates your commitment to improving patient outcomes and preventing financial penalties.

Selling Medical Equipment to Integrated Delivery Networks (IDNs):

Selling medical equipment to IDNs presents a unique set of challenges but also offers greater financial benefits if successful. Here are two tips for improving your sales strategy when targeting IDNs:

  1. Collecting the Right Data:

Before approaching an IDN, it is crucial to gather comprehensive insights about the entire health system. This includes:

  • Total number of physicians and facilities within the IDN.
  • Types of facilities within the network.
  • Understanding the health system’s finances.

Gaining a holistic understanding of the IDN will help you identify suitable opportunities and make informed decisions regarding your sales approach. Ensure that the IDN’s facilities align with the specific medical equipment you are offering.

  1. Engaging with Key Opinion Leaders (KOLs):

Due to industry consolidation, reaching C-suite executives or VPs within an IDN can be challenging. A valuable strategy is to engage with key opinion leaders (KOLs) within the network. These influential physicians can help you strengthen your messaging and sales strategy, as well as facilitate contact with the decision-makers.

By clearly demonstrating the benefits of your medical equipment and proving its positive effect on patient outcomes, you can cultivate a relationship with a KOL who may champion your product within the IDN, increasing your chances of success.

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