Monday, May 19, 2008

Competitive Advantages

One question savvy candidates often ask me is how Linvatec's products compare to our competitors. I was able to broaden my knowledge of the competitive advantages through the training sessions last week. Here are a few highlights.

Sports Medicine
  1. Self-reinforced bioabsorbable material- When I compared samples, the non-reinforced material broke after a few bends. I am still trying to break the unique, self-reinforced material that Linvatec's bioabsorbable implants are made of. No luck so far. This material is used for products like the Matryx screw and Fracture fixation line. One of the product managers explained that there is an obvious benefit to greater strength when these implants are used in knees, ankles and feet where they are sure to be subjected to wear and tear.
  2. New products- such a patented Sentinel Drill Bits and a hip arthroscopy kit for that new, emerging arena are innovative additions to Linvatec's already extensive line
Power Products
  1. Cleaning- Linvatec's large bone M-Power and small bone Micropower lines can be cleaned through the washer/sanitizer. Our major competitor's products should be scrubbed by hand. This advantage results in a labor savings for customers and meets the AORN preferred standards of care.
  2. Because Linvatec's power products are better sealed, they are more reliable and durable
  3. 2 years warranty standard, versus 1 year for competitor's
  1. Our camera can be routinely autoclaved- again, a significant cost and labor savings for the hospital, with a 5 year warranty against steam capture to back it up
  2. Patented ShockFlex prism mounting protects the camera from damage if dropped

I don't think our product offering has ever been stronger. It is a great opportunity for reps who want to represent products of exceptional quality and a company who stands behind them, every step of the way.

Sunday, May 18, 2008

Yee Haw Fun!

I shot the Western Director of the United States. Stone cold dead. Twice.

Then he shot me.

Obviously, we were just using blanks. All the same, I was pretty proud of my gunslinging ability.

Friday night we all shared a wonderful western adventure. I won't make any claim as to the authenticity of our experience, but it sure was fun.

It was a beautiful outdoor setting atop a mesa. It was a great opportunity for us all to express our inner cowboy or cowgirl- gunslinging, pitching horseshoes and lassoing. Doc Holiday, Pocohontas and a crazy bunch of urban cowboys contributed to the lively evening. There was even some line dancing involved, though not strictly of the country-western kind.

One of the highlights of the night was the 212 club, roaring up on the back of Harley Davidsons, special treatment in honor of their superb performance in 2007. Though the fireworks have faded, it's a night we'll all remember fondly for some time to come.

Friday, May 16, 2008


Gophers, godfathers and great products made for a very interesting day.

Rather than simply subject reps to hours of Power Point presentations, the marketing group worked hard and succeeded today in keeping the training sessions lively and interactive. Here are a few highlights of my fun day...

  • I drilled a tunnel in a saw bone with our Badger drill bit and wiredriver.
  • I was shot at by gangsters multiple times, but emerged unscathed thanks to my skillful Matrix-like evasive maneuvers.
  • I practiced using our new MVP suture passer on an Alex model and discovered it's a lot like sewing.
  • I played St Andrew's and finished -8 par. Pretty good for a girl playing golf for the first time, wouldn't you say?
  • Heard from our new president, Joseph Darling, about his management philosophy and direction for the company.
  • Saw pictures of JT's beautiful baby girl.
  • Counted my blessings many times over that I get to work with such a generous, creative and wonderful group of people.

Thursday, May 15, 2008

2008 National Sales Training Meeting

Today is the beginning of Linvatec's National Sales Training meeting.

Since so much of what I do is over the phone, I look forward to opportunities like this to meet face to face for the first time many of the people I've had a hand in hiring. If I listen carefully, I can sometimes come up with the name that matches the voice I heard during the interview process. I'm usually not good with names, but when I already know someone's biography, it usually sticks.

The training sessions get underway tomorrow. It's a great opportunity for me to learn more about the company's products, initiatives and successes so that I can speak intelligently to candidates about what Linvatec has to offer. There are also the intangibles that are so important- like the pervasive, upbeat feeling among the sales force, their excitement about the direction of the company- that I soak up from being here.

Stay tuned for more over the next few days.

Tuesday, May 13, 2008

Industry Newsletter

Someone brought to my attention the AdvaMed Smart Brief. It's a newsletter centered on medical technology, and covers current news of many medical device manufacturers. It looks like it could be an interesting read to learn more about the goings-on in the medical device industry.