Selling medical devices means understanding more than the product. A deal usually passes through hospital purchasing, a value analysis committee, group purchasing contracts and reimbursement rules before a surgeon can use what you sell. How a device reached the market, through FDA 510(k) clearance or premarket approval, shapes the evidence you can use.
These guides explain the machinery behind the sale in plain terms: how manufacturers, distributors, IDNs and GPOs fit together, how value analysis committees decide, how payers shape demand, how devices get to market, and which companies every new rep should know.
Start here
All guides ›- 01How Healthcare Sales Really Works: Manufacturers, Distributors, IDNs & GPOsThe Lobby Editorial4 min read
- 02How Reimbursement and Payers Shape Medical SalesThe Lobby Editorial4 min read
- 03Understanding Hospital Purchasing & Value Analysis CommitteesThe Lobby Editorial4 min read
- 04510(k) vs. PMA: A Medical Sales Rep’s Guide to How Devices Get to MarketThe Lobby Editorial5 min read
- 05The Medical Device Companies Every New Rep Should KnowThe Lobby Editorial4 min read
- 06The Best Orthopedic Device Companies to Work ForThe Lobby Editorial5 min read
- 07The Top Spine Device CompaniesThe Lobby Editorial4 min read
- 08The Top Cardiovascular Device CompaniesMatt Abrams4 min read
- 09The Top Neuromodulation and Pain Management Device CompaniesThe Lobby Editorial5 min read
- 10The Top Ophthalmology Device CompaniesThe Lobby Editorial4 min read
- 11The Top Urology Device CompaniesThe Lobby Editorial4 min read
- 12The Top GI and Endoscopy Device CompaniesThe Lobby Editorial5 min read
- 13The Fastest-Growing Robotics Companies in HealthcareThe Lobby Editorial4 min read
- 14The Aesthetics and Dermatology Device CompaniesThe Lobby Editorial4 min read
- 15The Wound Care Companies Every Rep Should KnowThe Lobby Editorial4 min read
- 16A Guide to Diabetes and CGM Device SalesThe Lobby Editorial4 min read
Frequently asked questions
What is a value analysis committee?
A hospital group, often clinicians, supply chain and finance, that reviews new products for clinical value and cost before they can be purchased. Many device sales are won or lost there.
What is a GPO in healthcare sales?
A group purchasing organization negotiates contracts for many hospitals at once. Being on contract can determine whether a product is even eligible to be bought.
What is the difference between 510(k) and PMA?
510(k) clearance shows a device is substantially equivalent to one already on the market; premarket approval (PMA) is the stricter path for higher-risk devices and requires clinical evidence of safety and effectiveness.