#45 - Navigating change in Orthopedic Sales: a deep dive with Stu Brandon (106 mins)

🔸Inside Orthopedics

Stu and I talk about the changes happening in orthopedics. Stu walks young sales reps in how best to start out. Then for those experienced sales reps in a big organizations who are frustrated, Stu offers a way out, a way to achieve control and agency in their sales career - the Broker Rep.

The Q&A flow.

• Stu, before we dive in... tell us about your journey. How did you move from working in sales for DePuy to becoming a Change Agent in sales?
• How has this diverse experience across different positions and companies shaped your approach to driving change and innovation in the industry?
• You have been in orthopedics sales for 30 years... what has changed?
• What are the most dramatic changes in the last 5 and 10 years?
• Where is the true power in the market for the big 5 Orthos?
• How has the earning potential of 1099 and W2 reps changed over time?
• How are non-competes deployed with new salespeople and what are the implications of signing non-competes?
• What are some ways salespeople get marginalized today with product line changes, commission changes, territory changes, etc?
• What is a Device Broker and why should some salespeople consider being a Broker?
• What are the limits of an Agent Broker in orthopedics?
• What are the advantages for Orthopedic surgeons and facilities to work with a broker?
• Who is your ideal customer?
• Who is not a good fit to work with you or a Broker?
• Could you tell me how listeners can find out more about you and ASCdx ?

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