James H. Renzas

January 1, 2007

3 Min Read
Contributors

CONTRIBUTORS

Now that 2006 has come to a close, medtech manufacturers are turning their attention to see what 2007 might hold for the ever-evolving device industry. In "The Medtech Marketplace in 2007", industry experts explore the issues and innovations that will drive medtech sectors this year and beyond. In "Medtech's Legislative and Regulatory Outlook for 2007", industry veterans weigh in on hot-button governmental affairs and public policy issues.

Market Analysis

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Rao

Contract sales can often spell the difference between success and failure in achieving aggressive revenue and profit targets in the medical device industry. Therefore, it is imperative that medtech executives understand how best to manage their companies' pricing and contracting practices. In "Medtech Revenue Management Practices", Gopkiran V. Rao and Robert S. Matsuk analyze findings and trends revealed in the 2006 Revenue Management Excellence Survey, an industry survey designed to help medtech companies benchmark their performance and identify best practices for pricing and contracting. Rao is director of industry marketing at Model N Inc. (Redwood Shores, CA), and Matsuk is pricing and contracting solution director at Computer Sciences Corp. (El Segundo, CA). Rao has extensive expertise in revenue management best practices and has led value assessment, product definition, and services implementations for multiple medtech companies. He can be reached at 650/610-4600 or via e-mail at [email protected]. Matsuk has more than 23 years of diverse experience within the life sciences industry. During his consulting career, he has managed projects in strategic planning, business process improvement, and information systems implementation within the pricing and contracting areas. He can be reached at 610/240-3727 or via e-mail at [email protected].

Business Planning & Technology Development

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Renzas

Throughout the United States, dozens of cities and regional authorities consider medtech companies the ideal commercial tenants. In "Site Selection Incentives for Medtech Manufacturers", James H. Renzas discusses how medtech manufacturers can capitalize on available incentives when selecting a site for a medtech operation. Renzas is the president and CEO of Location Management Services (LMS; Mission Viejo, CA), a site selection and incentives negotiation consulting company with 37 offices nationwide. He has more than 25 years of site selection and incentives negotiation experience. He has provided consulting services to clients on multistate location strategies, as well as government assistance programs to aid business expansion and relocation. LMS is the exclusive site selection and incentives provider to the Medical Device Manufacturers Association (Washington, DC), the National Association of Manufacturers (Washington, DC), and BayBio (South San Francisco, CA). As a member service, LMS provides site selection as well as incentives negotiation and compliance services to help companies choose the best sites, negotiate the most meaningful incentives packages, and comply with state and local policies in order to earn incentives dollars. The company provides its services through the Site Selection Network, a consortium of economic development organizations throughout the United States. Renzas can be reached at 949/472-4482 or via e-mail at [email protected].

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Hirsch

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Schwartz

Whether considering relocation to a new space, expansion in an existing space, or consolidation of facilities, medical device executives must take into consideration the complexity of their operations. In "Medtech Real Estate", Christy Hirsch and Paul Schwartz explore the unique decision criteria that executives face when considering where to set up a medical device manufacturing operation. Hirsch and Schwartz are commercial agents with Orion Partners Ltd. (San Rafael, CA), a regional commercial real estate brokerage services firm with offices in Northern California. Hirsch specializes in commercial real estate strategy development. She can be reached at 707/360-3651 or via e-mail at [email protected]. Schwartz specializes in the sale and leasing of office and industrial properties and represents multiple medical devices companies. He can be reached at 707/543-8314 or via e-mail at [email protected].

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