In 2022 one of the representatives I worked with was planning a one month long Power and Video evaluation. Before the evaluation was going to begin I was informed that he would not be able to cover because he was going out on medical leave to have heart surgery.
At first I was very concerned because there a lot of moving parts to an evaluation of this nature and magnitude. You have to know the surgeons preferences and technique, competitors instruments, various surgical procedures, and what instruments are compatible with other competitive instruments. I was going to be taking the lead on this with very short notice and not much time to plan before he was departing for medical leave. We sat down and meet everyday for a week and went over all the inventory ordered, surgeons, and procedures. I had every surgery day planned for.
When the eval started I got there an hour before the cases started to setup the room and make sure all the capital and disposable equipment was ready. I introduced myself to the surgeons before each case and stood in all the cases where our equipment was being used. After each case I would address any questions, comments, or concerns the surgeon had and ask for their support to move forward with purchasing the equipment. After the day was completed, I ensured all the equipment was properly put away, sterilized, and ready for the next day. I’d go back to the hotel, make notes on the day, and review my notes for the next day. I did this Sunday through Thursday night for 4 weeks.
When the 4 week evaluation concluded I gathered all the feedback from surgeons, addressed any concerns, and reinforced the positive feedback and once again politely asked for the business.
I was responsible for sending back all of the equipment so I spent a few extra days gathering equipment and ensuring nothing was left behind.
A few months later we found out that the surgeons really liked our equipment and we were awarded the power contract. That contract was the largest for that year and I was personally thanked in our monthly newsfeed by our CEO for my efforts.
