#45 - Navigating change in Orthopedic Sales: a deep dive with Stu Brandon (106 mins)

Stu and I talk about the changes happening in orthopedics. Stu walks young sales reps in how best to start out. Then for those experienced sales reps in a big organizations who are frustrated, Stu offers a way out, a way to achieve control and agency in their sales career - the Broker Rep.
The Q&A flow.

Stu, before we dive in...  tell us about your journey.  How did you move from working in sales for DePuy to becoming a Change Agent in sales?
How has this diverse experience across different positions and companies shaped your approach to driving change and innovation in the industry?
You have been in orthopedics sales for 30 years... what has changed?
What are the most dramatic changes in the last 5 and 10 years?
Where is the true power in the market for the big 5 Orthos?
How has the earning potential of 1099 and W2 reps changed over time?
How are non-competes deployed with new salespeople and what are the implications of signing non-competes?
What are some ways salespeople get marginalized today with product line changes, commission changes, territory changes, etc?
What is a Device Broker and why should some salespeople consider being a  Broker?
What are the limits of an Agent Broker in orthopedics?
What are the advantages for Orthopedic surgeons and facilities to work with a broker?
Who is your ideal customer?
Who is not a good fit to work with you or a Broker?
Could you tell me how listeners can find out more about you and ASCdx ?


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