Medical Device Medical Device is a highly dynamic and constantly evolving industry with thousands of new products being developed and marketed through multiple channels to tens of thousands of customers each year. The FDA has categorized medical devices based on the level of control necessary to assure the safety and effectiveness. Class I Devices present minimal potential for harm to the patient and are only subject to general controls. Class II Devices are subject to special controls including mandatory performance standards and post-market surveillance. Class III Devices require premarket approval, a scientific review to ensure the device's safety and effectiveness, in addition to the general controls of Class I. Medical Devices are typically sold and marketed through one or more of the following channels: • Direct Sales Representatives – Salaried representatives who work solely for one company • Independent Representatives – Non-salaried reps who may carry multiple non-competing lines from multiple companies. These individuals may work within an independent rep group or as a solo rep; they are usually required to cover their own expenses and their compensation is usually 100% commission based. • CSO’s or Outsourced Sales – Companies who contract with a manufacturer to provide a sales team, frequently including a manager(s). The outsourced sales representatives may act as direct sales representatives, independent representatives or “shared-bag” representatives, depending on the product, the market and the financial resources of the manufacturer. • Distribution – Companies that stock, ship and sell tens of thousands of products from multiple manufacturers; a more common channel among Class I Devices, durable medical equipment (DME) and medical supplies and consumable companies. The choice of a sales/marketing channel for a manufacturer is dependent on a number of factors including, but not limited to, the type of product (is this a highly technical device requiring a significant amount of detailing and inservicing?), the customer or target market, the competitive landscape (is this a novel or “disruptive” technology?) and the financial and personnel resources of the manufacturer. SalesForce4Hire® delivers custom sales and marketing solutions to companies seeking to launch products into the Medical Device, Life Sciences and Health Care marketplace. More than just a standard, off-the-shelf “outsourced sales” organization, our philosophy is one of “shared risk, shared reward” with our clients. We collaborate with our partnering companies to identify the best sales channel for their product, we build a custom sales engine that quickly accelerates sales and revenue while minimizing financial and HR risk, and we manage all aspects of the project, freeing you and your team to focus on the core proficiencies of your organization. Related Articles Sales Force Companies Sales Effectiveness