An SBU’s shift, from a rep’s point of view

Surgery, once a biologics-focused SBU, is training reps on a breadth of technologies.

Leaders in Surgery saw that customers could benefit from a larger product assortment in four main specialties: colorectal surgery, minimally invasive and upper-GI surgery, microvascular and plastic surgery, and general surgery. This started a shift in focus. The future of Cook Surgery shouldn’t be focused solely on biologic technology, but on transformational devices.

This shift in focus means turning up the volume on surgical products like:

• Doppler Blood Flow Monitor: A device used for blood flow monitoring during reconstructive procedures.
• Novapass® Suture Passer: A suturing device used for hernia repair.
• Common Bile Duct Exploration Set: A wire guide kit used for stone removal.

To make sure that the surgery reps are up-to-date with the entire product portfolio, a product training meeting was held at French Lick on May 24-26. Vice President Andy Cron opened up the event by explaining the direction in mind for Surgery with cross-functional communication and innovative ideas. The product training sessions were hands-on so that the reps could be confident in their product knowledge.

Watch the video below to hear Christian Moor, a sales rep based in Seattle, talk about the Surgery team’s shift in focus.

Christian started his career as a Cook Surgery intern working closely with the launch of the Novapass Suture Passer. After two internships with Cook, Christian’s pathway continued as a surgical sales rep.

“As an SBU, we obviously want to grow.” Christian said. “But as reps, we want to be more rounded for the other products that we have.””

Read about how Cook Surgery’s Doppler device was used in a free-flap procedure in rural Africa.

Summer interns Alexis Stetler (Surgery marketing) and Grace Waltz (video production) collaborated to produce this blog post.