I really like the function of the sales staff in selling this product. Their job is to get new hospitals "on board".
But it seems that once that is done, future orders are just automated at the hospital level. Leaving the sales staff to go and seek out other hospitals. Hence, clients are not added in a linear fashion, but instead have a cumulative effect.
The difference between selling a product as a one off and selling "access" to a continuing stream of a product.
Ann: AGM 2019 Chairman, CEO & SVP Sales Address, page-135
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