Our sales experience

Culture and countries are different, and all healthcare systems work differently. No doubt you are the expert at yours, and we fully realise how each market presents different hurdles for companies and products to enter and be successful.
But we also find things that work, that our end-users and their patients find helpful. Here, we attempt to share such knowledge with you, helping you by sharing what we have experienced. If you have advice, please send it to us so we can include that too. The better we are at giving our health care professional customers what they want, the better care for the patient, and the better outcomes we will see.

Starting with GALAXY II

With surgical retractors we find that they can be a great introduction to a new customer or a new account. There are two main customer groups:
Those who use the old versions (single use or reusable) or those who used nothing (a nurse or assistant would have to help).

Those who use the old product:

  • will be annoyed with the plastic screws that are difficult to tighten, sometimes break and fall off, resulting in a new one having to be opened.
  • will be frustrated by the difficulty to adjust the retractor and having to use two hands, slowing down the procedure.
  • Users of the old retractor rings will also be used to a very high price (over £180 per procedure in the UK when we first launched) and the benefit of GALAXY II being much better value will be very attractive
  • may not have seen a rep in a long time as the old product was used as a cash-cow, and they will be very grateful for our attention with GALAXY II
  • will be delighted with GALAXY II design that makes it so much more user friendly
  • will want to move to help save the environment by using 10% less plastic in GALAXY II vs the old product in the first-generation retractors

Those who use a nurse or assistant:

  • will be pleased to release a pair of hands to do other things
  • will appreciate the steadyness of the GALAXY II product
  • will note how much swifter they can move when there are less people, hands and equipment in the sterile field