A New Solution to the Ortho Distributor Dilemma (OrthoSpineNews by Drue De Angelis)
The greatest satisfaction we get is when we are able to help our clients overcome challenges and meet or exceed their growth goals. We accomplish this primarily through our search services by bringing leadership talent on board, but recently, we have been working on an idea to help our clients with one of the most challenging areas of their business, distribution. The competition for good distributors is at an all time high.
The single greatest challenge facing ortho start ups seems to be building a reliable and effective sales channel. It has gotten more difficult in recent years as many companies have segmented their businesses into smaller dedicated sales forces. Even with more consolidation, there has never been more sales people in our industry. Some are obviously pursuing a direct model, but start ups lack the funding to go direct and are left with only the distribution option at this time. It is likely we will see more partnerships with the likes of Medline style channels, but the front lines of the fight is still with the independent Distribution model. More and more, the composition of dist...
