10. Reps on iPads?
The pressures to reduce the risk of exposure could put pressure on medtech sales teams accustomed to meeting with physicians and scrubbing up for surgeries. This makes it more likely a practice adopted during the pandemic — remote calls during surgeries — could become more commonplace.
Skender Daerti, CEO of The Clinician Exchange, a Parsippany, N.J.-based company that connects medical device companies to physicians, said kinks in the supply chain have opened up opportunities for smaller companies to sell their surgical systems. In some cases, the company wasn’t able to send a member of the sales support team to walk surgeons through their implants, so they had the conversation over a tablet.
