The Chase MedSearch Podcast dives deep into the world of the medical device sales industry. We interview industry leaders and experts about their experiences in the industry, the lessons they've learned and the keys for growing and developing your brand. We also offer advice to up-and-coming entrepreneurs on to get in, stay in and evolve in this niche of the industry.
Jason Fowler is a former Neuromodulation medical device sales representative, a high performance coach and a 2x Ironman Championship winner (2009 & 2016). His story is one of dedication, hard work, motivation, and choosing the right attitude every day to push forward in pursuing his goals. After a motocross accident left Jason paralyzed from the chest down, he refused to let that hinder his passion for advanced education, medical device sales, or competitive athletics. Let Jason’s story motivate you today!
37 min 35 sec
Dan Donaldson is a sales professional who knows how to overcome personal and professional challenges at a level and degree that few ever will. After a collegiate and professional baseball career, Dan moved into medical sales and was succeeding at an astounding rate until a tragic accident changed his life forever. Rather than let this define him, Dan used this experience to build himself back as a sales professional with a will and determination that is second to none! Take a listen and be inspired!
22 min 45 sec
In this episode, Jordan interviews Scott Platoff, VP Executive Search at Howard-Sloan. Jordan and Scott discuss the intricacies of recruiting in the medtech industry, common mistakes that both candidates and companies are making in the search process, and where the market for talent is likely trending for the rest of this year.
48 min 56 sec
In this episode, Jordan interviews Tom Patzelt, President of Patzelt Marketing, LLC. Jordan and Tom discuss how sales reps can assess startup medical device job opportunities and learn what it is like to move from large to small organizations. Tom also details how his company helps startups ensure their product is attractive to sell, telling their story and the importance of clinical data, product enhancements, new indications, solid reimbursement and more.
48 min 2 sec
John Davis is an experienced startup medical device sales rep and in his new role, he is advancing the protection of the online reputation of both companies and individuals in the new digital age. John and Jordan talk through common social media mistakes people are making that can cause considerable damage to their careers and how to protect themselves from past mistakes.
39 min 54 sec
Bryson Bratcher, Regional Sales Director with Boston Scientific, has worked in some of the most clinically and professionally challenging sales environments in medical devices (diabetes and neuromodulation) but has always succeeded exceptionally. In this conversation with Jordan, Bryson talks about what has led to that success both as a Territory Manager and then as a Sales Leader.
43 min 50 sec
In this episode, Jordan interviews Jamie Tipton, Co-Founder of Clutch City Medical. Jamie has been a top medical device rep and is now an entrepreneur, podcaster, and founder of Clutch City Medical, focused in the Interventional Pain Specialty arena. Jamie is the reason for the founding of my podcast and has been a great booster and friend. Very glad to have him on!
31 min 40 sec
After his family’s history of military and law enforcement service led Gavin Reynolds to a career in law enforcement, he packed as much into it as possible! Gavin worked in a jail and supervised over 70 prisoners at a time, went into undercover narcotics work, spent significant time as a patrol officer and culminated his law enforcement career on the SWAT team. Eventually, Gavin felt the pull to go into pharmaceutical sales where his success led up to selling novel implantable medical technology for spinal stenosis. Listen in as we discuss a number of interesting personal & professional decisions and national issues all from the perspective of a former law enforcement officer.
56 min 56 sec
Innovator. Inventor. Company Founder and President. Trevor Theriot has accomplished quite a bit in a short time and he’s far from done! In this interview, Jordan and Trevor discuss Trevor’s beginnings as a student-athlete at UCLA (football), his early success as a medical device rep, and what led to his founding of Manamed, an incredibly successful and innovative company with over 126 SKUs in the healthcare and rehabilitation field. Trevor’s passion is contagious, and reps with reach in the ASC space may want to inquire about distributorship opportunities at ManaMed!
29 min 10 sec
How important is understanding healthcare economics to the success of the medical rep? Many would argue it is essential. Join Jordan as he interviews two medical device industry experts in Healthcare Economics, Keith Latiolais and Sunny Sutton, as they discuss how a strong comprehension of healthcare economics leads to sustained success in medical sales. They also discuss how to size up a startup opportunity’s reimbursement situation and the future of Healthcare Economics and anticipated changes coming soon.
38 min 38 sec
From a small South Texas town to Proctor & Gamble as a Researcher (while working as an NFL cheerleader), and then into what became an international medical device sales position at Medtronic, Selina Samano has had a professional journey like few others! Join me for a conversation with Selina as she shares how professional development, and her innate curiosity has helped her to continue growing and learning.
36 min 46 sec
In this episode, Jordan interviews Bill Flanagan, an incredibly accomplished former Medtronic Pain Management District Manager. They establish a working definition of Neuromodulation, discuss how the space has evolved over the past 20 years, what top sales representatives do differently to both win and establish long term success and a look at the future of this important niche.
1 hr 2 min
In this episode, Jordan interviews Jeremy Browning, former collegiate athlete, strength & performance coach and successful medical device rep. Jeremy is also the former owner of two Iron Tribe gyms in the Houston area. Jordan and Jeremy discuss the mind-body connection for increased sales performance, achieving and maintaining physical fitness, and the undeniable value of nutrition.
41 min 26 sec
In this episode, Jordan interviews Daniel Rooney and James Verzino of Northwestern Mutual. Daniel and James are lifelong friends who have carved out a niche working with medical device professionals to assist them in realizing financial security in uncertain times. Daniel is a longtime medical device insider who has worked in both sales and sales training along with professional education capacities for various medical device companies while James runs the largest district office for Northwestern Mutual in downtown Los Angeles. In this conversation, we discuss real life examples of how proper insurance and financial planning both protect and preserve wealth for their medical device professional clients.
51 min 55 sec
In this episode, Jordan interviews Jack Frangipane, President of Jack Frangipane Leadership LLC. Jack is an expert in medical device sales leadership development. In this conversation, Jack and Jordan take a deeper dive into Jack's processes and methods for sales leadership development in the medical device industry. We discuss the use of diagnostic self-questions, approaches to adding value to experienced sales representatives, intentional conversations for discovering underlying motivations to drive greater performance and much more!
37 min 15 sec
In this episode, Jordan interviews Ben Auzenne, VP of Sales at Blatchford US. Ben knows how to identify the DNA of top medical device sales performers. He’s known for building diverse sales teams that turn in extraordinary and sustained performance, year after year. In our conversation, Ben shared some of his methods and advice for finding Sales Representatives that will take your team to the next level.
48 min 24 sec
In this episode, Jordan interviews Bradley Phillips, the President of Prestige Nationwide LLC. Bradley has worked for some of the top medical device companies in the world and rose rapidly through the ranks at Medtronic before leveraging his significant Neuromodulation pain sales expertise, contacts and relationships into starting a consulting business for himself in this niche of the industry. In this discussion, we talk about how Bradley made this decision, the steps he took, the challenges in running his own business and the rewards of becoming a business owner.
32 min 31 sec
In this episode, Jordan interviews Adolph Escobedo. Adolph has extensive experience in leadership development, gained from the US Navy, Acelity/KCI and his own consulting business, in creating and running medical device sales management development programs and training. Adolph shares with us his expertise in identifying, promoting, and developing individual contributors into top medical sales managers. He addresses what Sales Representatives can do within their current role to prepare to take on sales management responsibility, and goes in depth with the immediate transition from a top performing rep into sales management. Adolph and Jordan also discuss the key steps on how to manage a team of former peers and how to ask diagnostic questions of your sales team without causing undue concern in order to get the best possible information on how to help accelerate performance.
1 hr 4 min
In this episode, Jordan interviews Aaron Dickens. Aaron joined the Army right after graduating from college as a junior military officer (JMO) and subsequently spent nearly six years there rising to the rank of Company Commander prior to being honorably discharged. In this interview Aaron shares how the military training he received, which included significant leadership positions, prepared him to excel in B2B sales then pharmaceuticals and ultimately medical device surgical sales management at some of the top companies in the world.
42 min 58 sec
In this episode, Jordan interviews Sheldon Hanson. Sheldon was highly successful in medical sales with 5 President Club awards under his belt working for top industry companies, including Stryker and Medtronic. He was working among the highest levels with implantable, programmable medical technology for chronic pain when he got the opportunity to take a leap into information technology. Nearly a year after he took it, Jordan wanted to check in with him to see how it’s going.
27 min 32 sec
In this episode, Jordan interviews Dick Emmitt. Dick Emmitt’s venture capital firm, the Vertical Group, has been involved in some of the largest deals in the medical device industry. From the first ever billion dollar merger between Boston Scientific and Scimed, to the nearly $4 billion dollar acquisition of Kyphon by Medtronic and the more recent IPO launches of Outset Medical and Silk Road Medical, the Vertical Group has been at the helm guiding and shaping the medical device industry as we know it today. Listen in as one of the principal financial architects of the medical device industry touches on the past and describes how he assesses startup organizations of the future!
46 min 23 sec
In this episode, Jordan speaks with Charles Ross, Executive Location Development Pastor at Next Level Church and former Sales Manager at Medtronic Deep Brain Stimulation. Charles reflects on how his life's journey led him to evolve his career path and how his time in medical device sales still has an impact on his work today.
53 min 9 sec
In this episode, Jordan shares how his experience has taught him that applicants should be cautious when applying for a job online. From bloated resume databases to a lack of communication, there are plenty of reasons to lose out on an opportunity simply by applying online when an in-person approach would have been more effective. Jordan gives advice on what better practices to use and how to avoid these fateful pitfalls.
15 min 59 sec
With every new year comes a new company goals, new budgets, and fresh new recruits. In this episode, Jordan shares advice on how valuable an effective business plan can be in your interview and how even some of the best candidates miss out on opportunities by not bringing one.
13 min 41 sec
In this episode, Jordan interviews Jay Waggoner, Vice President of Sales at Misonix. Jordan and Jay discuss how Jay's desire to build things from the ground up has forged the path he has taken in the medical device industry. Jay also shares what he believes are the core values to build your company around to attract the best talent and what attributes to look for amongst your candidates.
In this episode, Jordan interviews Shane Johnson, Sales Vice President at Aerin Medical. They discuss Shane's history in the startup environment and how he was able to find success with multiple companies. Shane also details what appeals to him about the "high-risk, high-reward" culture around starting a new company.
31 min 47 sec
In this special Thanksgiving themed episode, Jordan interviews his long-time and good friend John McDonald, now retired from Medtronic Deep Brain Stimulation. The pair discuss their Thanksgiving traditions, how John is staying in the game after retirement and how both a Wall Street Journal® article from 1961 & an excerpt from the journal of William Bradford still ring true today.
38 min 52 sec
In this episode, Jordan interviews Jen Martin, Divisional President of Omnia Medical, an orthopedic implant company. Jen talks about the how and why of her transition from sales to leadership training. Through her experiences, Jen shares how her perspective of women’s role in the industry has changed and what recent innovations have been implemented into sales training protocols.
50 min 53 sec
Jordan interviews Rob Moxon, a Regional Manager at NeuroPace, developers of the award-winning RNS® System for treatment of neurological disorders with responsive stimulation. They discuss the intense training that comes with breaking into the industry, how Rob evolved his career from a clinical specialist to a sales director, and the advice he offers to those looking to make a similar transition.
21 min 3 sec
Jordan interviews Neil Dougherty of Spinal Simplicity, an innovator in spinal surgery devices. The two discuss Neil's personal journey in the industry, what it's like to be a person of color in medical device sales, and why Neil's so excited about Spinal Simplicity's Minuteman product line.
36 min 43 sec
In this episode, Jordan interviews Daniel Powell, CEO & co-founder of Spark Biomedical. Jordan & Daniel take a deep dive into the current opioid crisis and how opioid addiction is treated. Daniel details how the withdrawal process affects a person, what the traditional methods of treatment are, and how his company's new wearable device has the potential to dramatically decrease the effects of withdrawal.
52 min 52 sec
In this episode, Jordan interviews Beth Erwin of Avail Medsystems, a leader in the procedural telemedicine industry. Beth shares with us her personal journey in the industry, her views on the constantly evolving sales culture, and some advice for women looking to get into the industry.
26 min 19 sec
In the inaugural episode of the Chase MedSearch Podcast, Jordan Chase covers two mistakes that applicants commonly make which stop the interview process dead in its tracks. He also discusses why he decided to start this podcast and what value he hopes to bring to the medical device sales industry.
10 min 48 sec