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BoneChat #15 short - Empowering distributors for a ortho startup's success - Blake Helm

31 Mar 2024 · 0 min

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0:28

Blake Helm explains how to work with distributors for an orthopedic startup. He co-creates strategies with them rather than imposing them, aligns incentives so both sides profit when reps sell, and stays hands-on with high energy to keep momentum going.

they'll implement some of the strategies that we come up collaboratively with. So I never want to get into the situation where I'm telling anyone what to do. This is not my company. It's your company. It's your distributorship. They're your reps. If I'm making money, that they're making money, I'll make money and I'll keep my job. And if you're doing your job, you can stay my distributor. I'm a big believer in high energy and excitement and getting their reps excited and being very hands-on with the reps. But I also I clear that with the distributor.