PNV Media Thread, page-6

The things standing in the way of BTM being used are:

The surgeon isn't aware of it
The surgeon doesn't know if its better than other brands, or how it can be used
The hospital supply department doesn't know about it
The hospital supply department doesn't know if its approved for use
The hospital supply department doesn't know who the distributor/sales person is
The hospital procurement department buys things through a tender process

Step one is to get approval which often means there must be a registered distributor or sales person who can be contacted if there are problems and to back up the product in a particular region or jurisdiction.

Step two is getting physicians aware of the product by journal publications, conferernces, demonstrations, sales and marketing, other media. Sales personel need to call at the hospital and talk to surgeons, offer free samples and so on

Step three is a regular ordering and supply system.

It takes time, its labour intensive. PNV sales personel need to go and see the surgeons to market the product. The surgeons won't come to them. PNV is competing with other brands. A handful of sales personel can only cover a small number of hospitals. Thats just the reality. The opportunity is there to build sales.