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Smart Shot is a great door opener” that turns into a nice stocking product for reps-Joseph Saladino

23 Sept 2024 · 1 min

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Joseph Saladino explains how Smart Shot works as a door opener for sales reps to get into competitive doctors' offices. Once adopted, it becomes a stocking item that hospitals reorder routinely. About 70% of revenue comes from these repeat orders, so reps generate recurring sales without attending every case.

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So it's, you know, the fortunate thing about it and what's— I think what's helped us with a lot of those reps is they don't have to attend the cases. So a successful distributor is going to use this as a door opener to get into competitive doctors' offices or competitive procedures. But once it's selling, it's a stocking product for the facility. And they're just restocking. And in our test market, 70% of the revenue is coming from hospitals just reordering. So that's the flip side of the revenue opportunity for the sales reps, is that we're not asking them to do a lot.