Ann: FDA 510(k) clearance for NovoSorb MTX, page-38

so talking from some experience; when a new product is approved; internally for a company they would have a process to generate new quotes with the new part number and then have that tie into compensation on the back end with people. That can be a little bit of a process. And depending on how fast the company is moving they may have had time to organise this in preparation for FDA approval or not.

It won't take 6 months to see sales benefit from it though.
some points;
- any sales rep doing well there for 9 months or more will have found their feet and all have had sales experience before so they will very quickly add this new product to sell into their existing and new Greenfield accounts. It's a brand new conversation they can now have and their marketing team will have already got key messaging to the sales reps of the new product and how to pitch it.
- some of the gun sales reps will have already reached out to their clients on the day of FDA approval Ann to let them know of the new product and its applicability and I'm very sure test products sent out to some doctors at their request; like a taster.
- you could expect new sales on this MTX product to come within a month imho.
- these MTX may cannibalize some BTM sales though; especially if plastics were already removing the outer layer of BTM ; these plastic surgeons will now be ordering mtx for those use cases and not BTM. But this may also mean they order more mtx as they see more surgeries they can use it for.
- new sales reps just joining will probably take 6 months to ramp. But not always. If they are hiring gun sales reps from competitors; these sales reps will know the lingo in a month. It's whether they can walk into these new accounts having established rships from their prior job or not. If they already have a rship with the client they will be able to tee up a meeting and then sell into that new client not yet won at PNV and get a sale very quickly.
- they are generally hiring experienced sales reps in the field.
- my personal experience is the first 1-2 months you do a lot of training as a new sales rep on the product; but you also reach out to your existing rships to let them know where you now work and what that company does