Like most everyone else (actual investors, I mean) I was very happy over the lastest pr. Besides the revenue news, my favorites are 1) Our first venture into redesign of Actipatch for a OEM partner bodes well for the future given that we are hiring people for the design engineering part of it. 2) The annoucement of four (4) more distribution partners for RecoveryRx is yet another example of how popular that product is and will be. And last, but not least, 3) hearing that manufacturing has been expanded to meet demand.
What I noticed was no mention of RecoveryRx progress in the US. I thought it a strange omission esp'ly since such a big deal was made when we were training sales reps w/ Medi-Launch saying how well recieved they had been and surpassed their best expectations. Then, nothing. No tweets, nothing. I really was expecting some kind of update.
So, I got to thinking (always dangerous, I know) what is involved in the process of selling to hospitals, clinics, etc.? Who might be involved? I started w/ searching for 'hospital groups in the us'; 'blog.definitivehc.com' popped right up. Lots of interesting information contained in the following links. You can go thru all of them in about 10-15 min., worth your time. It was an education.
https://blog.definitivehc.com
https://blog.definitivehc.com/top-10-largest-health-systems
** Integrated Delivery Networks (IDNs)
** Group Purchasing Organisations (GPOs)
https://blog.definitivehc.com/idn-gpo-consoli...t-is-a-gpo
https://blog.definitivehc.com/sell-to-idns-gp...solidation
The first thing I noticed immediately is that practically all the hospitals are associated with a particular group and their products, devices, supplies, etc. (for a group) are purchased thru GPOs and/or IDNs. So, that being the case, all our Medi-Launch sales reps would very soon in their campaigns encounter these GPOs and/or IDNs. Taking this a bit further, is the sales rep going to negotiate w/ an GPO or IDN by themselves???
GPOs and/or IDNs mean one thing, volume of product, lots of volume. Browse the links to get a sense of what I am referring to. Like w/ OEMs these are serious negotiations w/ serious players. The sales rep will open the door, get a notch (& commission) on their belt but the company has to handle the wheeling and dealing. Again, like the OEMs, once we complete one deal we can handle the others.
I will presume we are involved in negotiations at this point. It fits the lack of info from the company. NDAs are a must for both parties and breaking one is business death, period. Mum is the word. I don't know if we have to deal w/ multiple GPOs or is there an umbrella org for all of them. Who knows? The number of pieces required to meet demand for multiple GPOs would be staggering. Play w/ the numbers and they get very big, very fast.
And if you are talking multiple hospital groups we are most certainly involving insurance companies (see my prev post #3703). Insur. cos. and GPOs are probably (haven't looked into it) joined at the hip, or at least kissin' cousins; and they are GLOBAL. So now the market goes from North America to Europe and on to Asia. If one GPO and/or IDN consummates a deal for RecoveryRx word spreads fast. Like OEMs, one deal begets another, and another ...
Getting into stores, retail shelves is a major driver of sales and that is ongoing; will increase and expand around the globe. As a company there are a number of announcements that are expected. If you have followed this story on this board and others, you know what I mean. The numbers for personal consumption are very robust and gettin' better all the time.
But, and this is a whopper, a deal w/ a major GPO (or IDN) is a game changer of epic proportions. Think of it like this. A retail investor, even an affluent one, as compared to a Whale investor. That is the comparison of retail sales to a GPO deal. In the latest pr, they mentioned that manufacturing is to be expanded. The corporate strategy is < don't mention the problem unless you are implementing the solution >. If we are dealing w/ GPOs you can bet our ability to deliver product in mass quantities was discussed. If I am right, forget about counting shelves in CVS or Walgreens, we are going waaaaaaayyyyyy beyond that.
Food for thought - good portion control - remember to floss
Later, WBeacham
What I noticed was no mention of RecoveryRx progress in the US. I thought it a strange omission esp'ly since such a big deal was made when we were training sales reps w/ Medi-Launch saying how well recieved they had been and surpassed their best expectations. Then, nothing. No tweets, nothing. I really was expecting some kind of update.
So, I got to thinking (always dangerous, I know) what is involved in the process of selling to hospitals, clinics, etc.? Who might be involved? I started w/ searching for 'hospital groups in the us'; 'blog.definitivehc.com' popped right up. Lots of interesting information contained in the following links. You can go thru all of them in about 10-15 min., worth your time. It was an education.
https://blog.definitivehc.com
https://blog.definitivehc.com/top-10-largest-health-systems
** Integrated Delivery Networks (IDNs)
** Group Purchasing Organisations (GPOs)
https://blog.definitivehc.com/idn-gpo-consoli...t-is-a-gpo
https://blog.definitivehc.com/sell-to-idns-gp...solidation
The first thing I noticed immediately is that practically all the hospitals are associated with a particular group and their products, devices, supplies, etc. (for a group) are purchased thru GPOs and/or IDNs. So, that being the case, all our Medi-Launch sales reps would very soon in their campaigns encounter these GPOs and/or IDNs. Taking this a bit further, is the sales rep going to negotiate w/ an GPO or IDN by themselves???
GPOs and/or IDNs mean one thing, volume of product, lots of volume. Browse the links to get a sense of what I am referring to. Like w/ OEMs these are serious negotiations w/ serious players. The sales rep will open the door, get a notch (& commission) on their belt but the company has to handle the wheeling and dealing. Again, like the OEMs, once we complete one deal we can handle the others.
I will presume we are involved in negotiations at this point. It fits the lack of info from the company. NDAs are a must for both parties and breaking one is business death, period. Mum is the word. I don't know if we have to deal w/ multiple GPOs or is there an umbrella org for all of them. Who knows? The number of pieces required to meet demand for multiple GPOs would be staggering. Play w/ the numbers and they get very big, very fast.
And if you are talking multiple hospital groups we are most certainly involving insurance companies (see my prev post #3703). Insur. cos. and GPOs are probably (haven't looked into it) joined at the hip, or at least kissin' cousins; and they are GLOBAL. So now the market goes from North America to Europe and on to Asia. If one GPO and/or IDN consummates a deal for RecoveryRx word spreads fast. Like OEMs, one deal begets another, and another ...
Getting into stores, retail shelves is a major driver of sales and that is ongoing; will increase and expand around the globe. As a company there are a number of announcements that are expected. If you have followed this story on this board and others, you know what I mean. The numbers for personal consumption are very robust and gettin' better all the time.
But, and this is a whopper, a deal w/ a major GPO (or IDN) is a game changer of epic proportions. Think of it like this. A retail investor, even an affluent one, as compared to a Whale investor. That is the comparison of retail sales to a GPO deal. In the latest pr, they mentioned that manufacturing is to be expanded. The corporate strategy is < don't mention the problem unless you are implementing the solution >. If we are dealing w/ GPOs you can bet our ability to deliver product in mass quantities was discussed. If I am right, forget about counting shelves in CVS or Walgreens, we are going waaaaaaayyyyyy beyond that.
Food for thought - good portion control - remember to floss
Later, WBeacham
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