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EMPOWERING THE SALES FORCE
DJO Surgical designs, manufactures and sells a broad line of adult reconstructive shoulder, hip and knee implants. Working closely with product marketing, Cita and her team helped develop precise brand positions for each product and a clean, clinical look and feel for the product line.
Value proposition brochures were created that presented the clinical benefits concisely, enabling the sales force to sell from them more easily. Selling Guides were developed for the reps based on consultative selling techniques. A custom iPad app was designed to make it easier for the sales force to access and present content during sales calls.
Despite a highly competitive market dominated by larger players, net sales for DJO Surgical have grown over 8%, driven by strong sales of shoulder and hip implants.
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