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News that Med Rep Meeting and its founder, Peter Skidmore, have innovated the first SaaS that provides all-inclusive scheduling for medical representatives is shaking up the industry. To understand why, it helps to understand the frustrations and wasted time experienced by the majority of medical sales reps until now. Strange as it might seem to outsiders who are used to the defined worklife of other professions, medical reps and their leadership have been long-accustomed to uncertainty in their workdays.
A medical rep, of course, organizes their time first thing in the morning and plans out the physicians to be visited. Upon returning to the office, they typically report on the results of each meeting. Sounds straightforward enough. However, within that process lies plenty of room for inefficiency. Between visits, med reps frequently overlook possible sales calls to make to other physicians. Each rep has their own horror stories of spending 3-6 hours discussing a medical device with a physician and nailing the sale – only to find out that the doctor didn’t qualify for financing. Or, perhaps they did, but they needed more paperwork from the bank first. And, as leadership knows, there is always that one med rep who can’t quite be trusted when they say that they did, in fact, attend all of those meetings.
“It is obviously not a perfect business model, yet it is what the medical rep industry has been forced to work with for years now, including when I was in it,” says Skidmore. “To find solutions, I first analyzed every pain point that med reps encounter on the job. Using my own experiences and the feedback of my peers, I then determined what would solve each one. I combined all of this into the technology that is the heart of Med Rep Meeting, and it has completely changed the game for medical representatives, their leadership, and even physicians. No one else in the industry has Med Rep’s capabilities.”
Skidmore emphasizes that Med Rep Meeting’s software is about preparation and the elimination of the unknown. “Let’s look at the day of a medical representative who uses Med Rep,” he says. “In the morning, they sit down at their desk with their coffee, log into Med Rep Meeting’s platform, and look at their daily calendar. They can see immediately who they have to visit that day and the times. The medical rep notes some gaps, so they start making calls. Each time they make an appointment, that goes into their calendar.”
Crucially, Skidmore says, each appointment shows up on a map, so the medical representative can see the location of meetings as well as any potential for additional stops along the way.
“There’s also a search box where the med rep can type in ‘derm’ or ‘cardiovascular’, and they can learn about other physicians en route to their original meeting,” Skidmore explains. “It gives them the ability to optimize that driving time.”
It is not, however, time to start driving just yet. With Med Rep Meeting’s software, medical reps can prequalify physicians for up to $350K of medical aesthetic devices or learn the reasons for disqualification before a meeting.
“Why does this matter? In the past, med reps spent 3-6 hours discussing a medical device with a physician, making the sale – only to learn that the physician wasn’t qualified for financing. Or, they might need to provide their bank statements or tax returns first,” says Skidmore. “It was a big drain of time, energy, and money. That’s why Med Rep Meeting is so revolutionary for the industry: we are helping med reps know before they walk out the door what to expect in their meetings with physicians.”
Importantly, when a medical representative returns at the end of the day and reports on their meetings, leadership can know that those visits did, in fact, happen. The software contains a special feature that logs all meetings attended. For that box to be checked, the medical rep must be within 150 feet of the physician’s office.
“In effect, Med Rep’s SaaS means that when a sales rep goes out for their meetings, leadership can be assured that their routes and meetings are all optimized,” says Peter. “For the first time in the industry, we are giving them the ability to effectively plan for the day as well as know in advance about a physician’s ability to qualify for financing. That has been unheard of until now, and it will radically change how aesthetic medical devices are presented and sold to physicians.”
