How medical device manufacturers win distribution agent loyalty (5 shifts that decide which line a rep pushes)
In ortho, you do not employ the people who sell your product. Independent distributors and 1099 reps carry your line next to three others and decide every week which one gets pushed. Loyalty is not bought with commission. It is earned in the back office.
Written by
Anatoly GeyfmanMedical DevicesDistributionField Sales
In ortho, you do not employ the people who sell your product. Independent distributors and 1099 reps carry your line next to three others and decide every week which one gets pushed. Loyalty is not bought with commission. It is earned in the back office.
Anatoly Geyfman
27 May 2026
