By Robyn Melhuish
Healthcare costs are spiraling out of control, and hospitals and health systems are attempting to reign in spending. Organizations are scaling back and cutting corners throughout the many stages of care. In an attempt to save money, some hospitals are experimenting with a rep-less medical device sales model.
In the traditional model, a medical device sales rep from the implant manufacturer is present during procedures to guide and consult the surgeon. In the rep-less model, surgeons don’t receive support from the manufacturer. 
Several medical device manufacturers and health systems including the Loma Linda University Medical Center, Royal Oak Medical Devices, and Wright Medical are piloting rep-less programs. Hospitals can purchase implants at about half the cost when they forgo the help from a medical device sales rep.
Although some believe these programs will slowly replace device sales reps over the next few years, reps are still very much needed in health systems to deliver quality care.
Here are a few reasons why the rep-less sales model won’t work in today’s health care system:
Knowledge and experience
Medical device sales reps play a critical role in the OR. Their extensive knowledge of the devices they sell allows them to consult with surgeons and provide clinical benefit. A medical sales device rep also sets up product trays with hundreds of instruments to deliver to the OR before the procedure.
While physician specialists are the experts in their medical field, the medical device sales rep is the expert on their products. Their attention to detail and specialized experience makes procedures safer and more efficient for patients. The rep acts as an extra safety net in the OR in case there is a complication or problem with the device or implant.