What strategies are medtech manufacturers using to recruit sales personnel, both for domestic and overseas markets?
Miller: I’ve been in the business of selling diagnostic ultrasound equipment for a long time. In this sector, there are a lot of moving parts influencing the purchasing decision, and salespeople have to wear a lot of hats. Here in the United States, going with direct sales reps is probably the best strategy for this sector. That determination is based mostly on our understanding of the four core markets that we address, and where we believe our greatest opportunities are going to be. To cover these key target markets, we believe our best strategy is to hire direct reps and compensate them very well on the high end of the competitive scale. Our strategy changes when it comes to overseas markets or markets of secondary importance. There, we may sell our products through dealers who may also have some kind of distributorship role. Overseas, in particular, we have fewer direct subsidiaries that are part of the company. We probably cover 75 80% of our overseas markets through a dealer-distr
