How Avagard Dented the Medical Device Rep World

On October 2, 2001, the selling world of the medical device took a dent. 3M Company received FDA approval of Avagard® and surgeons stopped scrubbing their hands at sinks outside of Operating Rooms. At the time, I was a medical device rep selling Intraocular Lens Implants (IOLs) and the action was at the scrub sink. Gaining Position and Seeking Influence An ophthalmologist once told me that the first scrub of the morning reminded him of when he played hockey and was getting ready in the locker room for the game. Mentally he’s going through his plan, thinking about potential obstacles … Read More

7 Ideas to Help You Kick Fear Where it Hurts

Fear Can Be Like a Gut Punch

Fear is the bane of many people’s existence. Fear manifests itself as sickness, broken relationships, opportunities missed and regrets. It doesn’t have to be that way and there are strategies you can use to kick fear where it hurts. Recently, I read the book Hunch: Turn Your Everyday Insights Into the Next Big Thing by Bernadette Jiwa. I liked it so much, I read her two of her other books, Marketing: A Love Story and Meaningful: Stories of Ideas That Fly. After that, I corresponded with Bernadette on Twitter, she responded and asked me what my one, big takeaway was … Read More

The Hunch Book Will Help You Take Action and Reach Your Next Goal

Hunch Book by Bernadette Jiwa

Have you ever had a feeling a book was going to be good just from the title? You know, pardon the pun, sort of a hunch that the content of the book was what you needed to read? Right now, at the perfect time? Hunch by Bernadette Jiwa is that way for me. I first heard about it from the daily blog post I receive from Seth Godin and was intrigued by the title because I believe in hunches. I ordered the book from Amazon using my trusty Amazon App with a Prime membership so it was easy and fast. … Read More

Will Private Equity’s Bull-Rush Into Ophthalmology Drive Growth?

Bull Rushing with man hanging on.

Will private equity’s bull-rush into ophthalmology drive growth? Dick Lindstrom, MD addresses this notion in a podcast he did with Tom Salemi from OIS. Stated investment reasons by doctors (MDs) are access to capital and business expertise. Profit growth, cost reduction, and services aggregation are success drivers for private equity (PE) that I’ve heard. Will these two forces play well together today and in the future? To create growing enterprise value, I believe PE and their MD partners will wrestle seven market forces. These trends tie back to the increasing commercial cast to Ophthalmology. In the new order, some MDs … Read More

Book Review of Marketing 4-0 by Philip Kotler et al.

Marketing 4.0 Book

Marketing 4.0 is a new book by a giant in marketing, Dr. Philip Kotler. As one of the authors of the seminal marketing textbook, “Marketing Management,” Kotler and his two co-authors produced a work that is informational, easy to read, fresh and timely. If you only read one marketing bookin 2017, make it this one! The authors are: Philip Kotler, Hermawan Kartajaya, Iwan Setiawan Power is shifting to the connected customer and decisions are influenced more by the “f-factor,” friends, family, fans, and followers. Social selling is here and so is data. Kotler, et al. write about the landscape as … Read More

Superhero Sales Rep – 5 ways you are saving the business world one deal at a time!

Superhero Sales Reps

Superhero status is what everyone strives for, right? How do you reach the rank of superhero sales rep when day-after-day you read about the demise of the profession? Many sales reps assume the role of superhero, their companies depend on them to save the business world and they do it in the humble anonymity of making calls. In person or on the phone. Here are five ways a superhero sales rep achieves immortality. Or doesn’t. From the Outside, You Look Like an Average Person Like Clark Kent before he hops into the phone booth, changes state and comes out Superman, … Read More

How I Failed in the Math Business – Part 2

IPMG Software Logo

Failing in the math business was a long, slow event for me. When I left off part one of my story about how I failed in the math business, my friendly banker had seized my assets that were intended for me to support my family. It was terrifying, probably illegal and I can’t blame the bank for what they did. It’s funny how things work. When I began my “all-in” year in the math business, I told myself that if I hadn’t reached a certain point by August of 2010, I’d go back into the medical device business where I’d … Read More

5 Reasons We Bootstrapped the Sightpath Creative Agency to Serve Ophthalmology

Sightpath Creative Ophthalmology Agency

When your customers want help and can’t articulate what they need, that’s an opportunity! Three years ago, we bootstrapped Sightpath Creative as an ophthalmology-only agency to serve Sightpath Medical’s customers. Starting anything from scratch is hard. What we wondered is, “Can we build an agency, using existing organizational talent and resources, to help our customers grow their businesses?”  After all, we had more than three-quarters of a century of marketing and practice development experience on our team. In fact, we thought, “Why can’t we help our customers when they share their stories of struggle with local agencies? We have knowledge … Read More

With all of the nifty tools for communication, why is it so hard?

Communicating two people

Communication is what drives everything. Communication can make life more fun to live and difficult situations easier to solve. With all of the technology today, why is communication so hard? I don’t think it’s because of a lack of effort. Is it like John Lennon said, “Everyone’s talking so no one is listening?” A Generational Thing? I don’t think so. My kids probably got cell phones when they were too young. But it solved a lot of issues for our family and made it so that we could communicate. We had rules, no one used their phone during meals and these devices … Read More

The Inevitable by Kevin Kelly – Understanding the Twelve Technological Forces That Will Shape Our Future

The-Inevitable-Kevin-Kelly-Book

The Inevitable is an extremely enjoyable book. Kevin Kelly is a Futurist with an amazing ability to convey his visions of both what is coming and what is possible. The twelve forces Kelly writes about are: Becoming Everything requires energy and order to maintain itself. The more complex the gear, the more attention it will require. In addition, there is a constant assault on the digital landscape in the form of continuous digital upgrades. It’s an upgrade arms race. Technology is changing so fast that we are all newbies. Forever. You can’t keep up. This leads to a constant state … Read More