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Med Device Sales & Contracting made easy at Government (VA & DoD) Accounts ...aka Mil-Speaking® // Author // Veteran

Is your med device company earning max margins? If you’re content losing margin YoY (year over year) keep scrolling! For everyone still reading the key to margin growth is recognizing the truth… Done right, your Government (VA & DoD) account pricing should be going UP YoY!!! In my experience, contracting teams do victory laps when they’re “able” to keep business by accepting single digit price erosion… The bigger the account/spend, the better the pricing. Yet the biggest healthcare network in the US ($121B annual spend)..with ZERO exclusively limitations allows pricing to GO UP…for those who know how. *Mil-Speaking Pro Tip*: another way to judge the effectiveness of your team is to ask for your “Government” strategy…if you don’t get an answer describing at least 4 separate consumer segments…you’re leaving substantial money on the table!!

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Christopher Nolen

-Experienced Medical Sales Rep -Account manager -Business Development -Government Relations -Retired Green Beret

4mo

Here’s the plot twist nowadays Chris…DHA/DLA has allowed DOD PVs to increase their fees to 6%from 3% ,a 100% increase. At the same time, they are putting ever increasing price controls on everyone in all areas..capital, disposables/consumables, implants….that represent FMV. While the potential is there, it continues to be a challenge. No free lunches out there..lol🇺🇸🤘🏻😜

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