Tackling Price Erosion in the Medical Products Marketplace
Medical Industry Information Report (MIIR)
Spring 2000

Abstract:
Successfully pricing products and services is one of the biggest challenges sales and marketing professionals face. Convincing customers that they should pay the price is an even bigger challenge, especially for the medical products industry. Changes in Medicare, Medicaid and managed care and severe financial difficulties cause health care organizations to squeeze suppliers or turn to GPOs to do it for them. To address this problem, Lisa Thompson identifies common "flawed approaches" to negotiation and pricing and outlines strategic solutions help customers realize and pay for the true value of your products and services.

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