IMDA Case Studies

Vidacare taps into the power of specialty representation.

Vidacare Executive Vice President and co-founder Jim Thomsen faced some tough choices when he considered how to bring his company’s EZ-IO® product system to market. There was no question that, like most innovative medical technologies, EZ-IO would demand hands-on selling by knowledgeable, technically sophisticated salespeople.  >> Read More

For Oridion, better technology calls for better marketing channel.

No matter how superior a new medical technology may be to the current standard of
care, it doesn’t sell itself. Rather, it takes knowledgeable salespeople, who have earned
the trust and respect of key clinical decision makers, to drive adoption of it. That’s why
Oridion Capnography uses specialty distributors to sell its innovative technology to
anesthesiologists and respiratory therapists.   >> Read More

Specialty distributors multiply Worldwide Innovation and Technologies’ sales efforts.

Interventional radiologists face a tough choice. They wear lead aprons and vests,
and use table skirts, to protect themselves from radiation that “scatters”
throughout the procedure room. But the fact is, irradiated patients themselves
emit radiation. As a result, clinicians’ faces, hands, arms and legs can be
exposed to radiation in harmful doses. In fact, by April or May, many
interventional clinicians often have been exposed to the maximum annual
allowable amount of radiation. Here’s their choice: They can either 1) quit
working for the rest of the year or 2) remove the badge that tells the radiation
safety officer how much radiation they have been exposed to. Most choose
Option No. 2.   >> Read More