In this episode Bob and Jon evaluate the specifics on "Why independent distributors are good for Med Device." Both Bob and Jon reflect on their thirty plus years of experience selling for both big and small manufacturers. Both of them have worked in the field with exclusive and non-exclusive distributorships selling medical devices. Why do mostly large manufacturers utilize a direct sales force and small to midsize manufacturers use multi-line distributors? Is it cost? Is it focus? Is it relationship?

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