Thanks to rapid innovation and rising demand, the medical device market is booming—especially in the United States, the world’s largest market with roughly 6,500 companies and counting.
But for medical device sales reps like you, this booming market offers both opportunity and uncertainty. From mergers and acquisitions to the emergence of new competitors, you’re under increasing pressure to close more and bigger deals in shorter sales cycles—while also nurturing your prospects and customers. And you’re likely looking for new and innovative ways to gain a sales advantage—and partnering with a material testing and analysis lab could give you that edge.
Our home base is located in the heart of medical device and medtech country: Minnesota. As a result, we’ve had the privilege of partnering with medical device companies to aid quality control, R&D, and sales enablement.
Below we share our thoughts on how medical device materials analysis can be a powerful sales tool.
5 Ways Materials Analysis Can Help Sales Reps
1. Reassures your internal team—and customers—your product is safe for market.
Whether you’re part of a startup or an established company that has a new product offering, partnering with an experienced, third-party materials testing lab can give your team confidence that your product is safe, functioning, and ready to hit the market. Of course, this third-party, unbiased validation can also give your customers and prospects more confidence, too.
Furthermore, in our experience, more medical device purchasers are asking sales reps to provide materials analysis data to ensure product quality and cleanliness. For more than 10 years, we’ve partnered with a medical device company specializing in spinal implants to provide such data so they can make good on their customers’ requests.
2. Protects and bolsters your company’s reputation.
Medical devices are life-saving tools. And to ensure they do their duty, extensive testing is necessary to ensure they’re compliant with industry regulations, free of contamination, and function as intended.
By working with an outside partner to test and analyze critical product components or packaging, you could catch issues before they become PR or recall headaches. Or if no issues arise, we see an opportunity to market your proactive and thorough testing practices to your prospects and customers—which can help bolster your company’s reputation in the process.
3. Increases transparency.
Transparency is an increasingly important value for all consumers. In addition, thanks to the internet, most consumers and business buyers are taking the reins on researching products and services they’re interested in, looking for clarity and truth beyond what a company has to say about their offerings.
Armed with testing and analysis results from an unbiased source, you could show customers and prospects that you’re committed to honesty and transparency.
4. Builds trust with your customers.
All sales reps know that the key to building solid, long-term customer relationships to foster trust and rapport. However, after a tumultuous couple years of political, economic, environmental, and social upheaval, we’re living in a world of distrust.
As a result, sales reps should embrace opportunities to provide their customers and prospects with more unbiased data and insights to help them make their decisions. Much like the previous points, we believe that proactively working with an outside testing and analysis lab can help you do just that.
5. Fast, accurate, and tailored results.
While you may have your own in-house analysis lab, it can easily get backed up with projects that are deemed a higher priority. However, an outside partner can provide you with fast, accurate, and affordable testing as well as a detailed analysis that can be leveraged for sales.
Power Your Sales Process & Instill Confidence in Your Customers
In today’s booming medical device landscape, partnering with an experienced third-party lab can help medical device sales reps foster more confidence, transparency, and trust in their devices.
To learn more about materials testing options for medical devices, we encourage you to check out some of our case studies, featuring a variety of validation and troubleshooting scenarios:
- Analyzing the Passivation Layer of a Nitinol Stent
- Identifying Residual Chlorine on a Medical Device
- Analyzing a Stain on an Electrode
Get in touch with us. We’re happy to answer questions and provide recommendations on how you can get the results you need.