Salient Surgical Technologies, headquartered in New Hampshire, manufactures and markets surgical tools. They have made sales all over the US, as well as Europe and Asia. They have developed a new technology that offers hemostatic sealing of soft tissue and bone during operations. It also promotes coagulation of the tissue help to reduce blood loss.
By the fall of 2010, they treated over 500,000 patients with the technology, which has shown to reduce blood loss and transfusion rates. They have become recognized as second in the top five fastest growing companies on the Private 100.
The technology has been recognized for its success in the immediate sealing in the soft tissue and bone, but it was not always an easy sale. Getting the attention of a doctor, any attention at all, is next to impossible. The sales and marketing of such types of equipment take some time, and for a doctor, time is very limited.
They knew they had to figure out some way to get the doctor’s attention to make their sale. By using the same innovation they used to develop the surgical tools, they came up with an app for the iPad. By using this type of technology, a salesperson is able to have the same information that normally would take several binders to hold. It also has videos that enable them to show exactly how everything works.
There were applications available previously on a laptop, but they did not seem to do very well. The laptop had to be turned on, boot up and then the salesperson had to find the files. All of this took some time to make happen. Time that the doctor did not have to give. The doctors were more interested in getting back to their patients.
The App for the iPad has greatly reduced the amount of time it takes. The iPad is able to start instantly. This makes it very easy for a salesperson that finds a doctor walking down the hall, to switch on the device and locate the information quickly. They are then able to show the doctor the information in the form of files or videos all while walking down the hall to the doctors next patient.
By taking the same initiative they took with their surgical tools, Salient Surgical Technologies have step beyond traditional sales strategies. By giving their salespeople the necessary information right at their fingertips, they have been able to increase their sales. Knowing that time is money, has helped them to become top in their field.
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