Selling in the VAC world - lead with PROBLEM and customer's business case summary

And I'm gonna show you an example of one we used that got us approved in a gigantic health system in Chicago. But this is the formula you want to run it through. You want to be thinking clinical, but we don't, like, we don't wanna go deep dive with the business people unless they really want to. Like, we're, look, we're like a patella fracture system that comes prepackaged so you can put it on the shelf. And when that thing comes in and you're in a rural hospital, you can take care of the patient here instead of having to send them 2 hours away. That helps with health equity. Strategically, we think it helps you with health equity, helps your patients, improves patient satisfaction. It's their strategic wins, not Copeland's. There's the financials. Yes, we may cost $22 more. As a matter of fact, if you do 100 cases this a year, we've estimated it's gonna cost you $2,200 more annually. We tell 'em if we cost more, and we also think it's gonna improve operational, if we have operational fixes, which so many of these products Help them with their short staff, their understaff. They don't have enough anesthesia.