There are many challenges implant vendors will face in a post-COVID world; the entire service model will change. Sales reps will likely have less access to facilities as Rep Access Management companies are asking for additional credentialing, and facilities will be requiring that reps on-site be deemed essential to the procedure. It is expected that sales reps will begin to utilize more technology to provide digital clinical support, and that sales territories will grow larger as territories are consolidated. Because of the limited access and larger territories, reps will rely more heavily on couriers to assist with manual logistical processes and will be more focused on the clinical aspects of the job. It is also expected that because of the financial pressures COVID-19 has brought upon hospitals, there will be increased pressure from hospitals for better pricing on implant contracts. All of these changes will require vendors to operate more efficiently in providing service, for hospitals to drive compliance and cost savings in implant management.
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