Starting a conversation around the four different service levels in the OR - 1/ Full-Rep, 2/ Rep-Light, 3/ Virtual Rep and 4/ Rep-less.
This is a taboo subject, so let's jump in.
As we sit here in late 2024, the debate over the appropriate level of rep service in the operating room has evolved into a complex balancing act between cost, expertise, and efficiency. With full-service reps offering critical hands-on support for complex surgeries, part-time reps providing flexible, cost-effective coverage, and virtual reps emerging as a remote solution enhanced by advanced technology, hospitals are faced with a spectrum of options. Meanwhile, the rep-less model, driven by cost-saving incentives and hospital-trained staff, challenges the traditional role of reps altogether. In a landscape where technology and healthcare economics are rapidly shifting, what is the right mix of service for hospitals, surgeons, and, ultimately, patient outcomes? The answer lies in carefully matching the level of rep support to the complexity of the devices and procedures at hand.
1/ Full-Service Reps
Best for: Complex Devices or High-Touch Markets (e.g., Total Joints, Spine Devices)
Full-service reps have...
