Originally Published MX November/December 2004

INFORMATION TECHNOLOGIES

A sales force equipped with mobile tools for interconnection to corporate resources can preserve a manufacturer's competitive advantage.

David Kerr

The increasing complexity of today's healthcare equipment procurement environment has presented some new challenges for medical device manufacturing companies and their sales representatives. To gain a competitive edge in influencing product selection may require struggle. The emergence of intricate purchasing plans, contract-buying trends, and shifting pricing options constitute one set of challenges. Another relates to the growing complexity of medical technology itself, particularly its incorporation of information technology (IT) capabilities.