Lesson 5 – The Trial

This lesson will cover the resources you should have available to assist with a successful trial.

Trial Preperation

1. Define provider expectations before the trial date

Inquire with the customer what they expect to see in an evaluation, i.e. one O.R. or concurrent O.R. and customers. This will help ensure an expected and desired outcome, as well as correct planning for equipment, timing, needs, etc.

2. Define customer and biomedical engineer specific criteria

The customer may have certain expectations, biomedical engineer requirements and specific procedure preparations (e.g. robotics) which you should prepare before the trial is initiated.

3. Pre-trial visit

A pre-trial visit is recommended to review their O.R. layout to understand where they may want to setup the STIMPOD (e.g. bed, IV pole, etc). This will help ensure a smooth trial and eliminate potential confusion at the start of the trial.

4. Finalize all expectations

Once all provider expectations are defined, confirm if we can meet all their final criteria. If not, establish with the customer which expectations can be met before the trial initiation. This will enable the customer to confirm which expectations can be met for the trial and therefore both parties will be aligned.

5. Establish trial period

The trial is intended to be a highly productive, moderated and compact period of around one to three days. It is always beneficial to avoid an extended, untrained trial period which may lead to a negative user experience. A short compact trial with a positive outcome will better realise the STIMPOD proof of promise.

The Biggest Trial Don’t: The ‘Drop-and-Done Trial’

Never leave the STIMPOD with a customer, without providing suitable training. This is regarded as a ‘Drop and done Trial’ and is considered one of the biggest risks in product selling. This may lead to a negative trial outcome.

The “Drop-and-Done Trial” may lead to a poor product assessment by an untrained user. This may lead to the user dismissing the product’s effectiveness.  A direct negative outcome should be avoided at all costs.

A STIMPOD representative should never risk a ‘Drop and Done Trial’

Whilst the STIMPOD is simple and easy to use, quantitative monitoring is a complex field and requires fundamental knowledge to successfully operate the device.

An in-person trial launch is the preferred method for maximum opportunity outcome.

Professional Trial Practice

1. Trial participation: be the resource

It is very possible the quantitative monitoring technique of the staff may be limited. We therefore highly recommend having a STIMPOD representative present during the trial to assist in resolving any potential issues or answering of any questions.

2. First case presence

Being in the O.R. during first cases can be advantageous as it will assist the smooth running of the trial from the start and ensure the providers know how to correctly use the STIMPOD device.

3. Full day trial

It would be optimal for the representative and the provider if the account was open to a full day of cases where you can be present, rather than a longer duration of many days.

Trial Checklist

1.

Ensure the device along with all the necessary accessories is in good working condition.

2.

Ensure you’re properly prepared with a full understanding of the product criteria along with all customer expectations.

3.

Being available and on-site during the initial trial period is essential to realizing the full value of the STIMPOD for the provider and facilitating a positive outcome.

4.

Being in the O.R. during setup and use is highly valuable, especially for providers unfamiliar with quantitative monitoring workflows and usage.

Stimpod Trial Evaluation Form

Consider using the STIMPOD trial evaluation form to obtain additional provider feedback. This will provide an additional opportunity to resolve any neutral or negative commentary and leave a final positive impression.

Checking Back In

Proactive involvement in the customer’s trial facilitates direct feedback If the customers are using the STIMPOD for an extended period. Check in regularly to resolve any potential issues rather than waiting until the very end of the trial, only to receive a negative outcome.

Summary

Correct preparation along with professional execution of your presentation is the most optimal approach to achieving a positive outcome and creating a potential sale.

Professional patient monitoring and patient care are the healthcare workers priority. Assist the customer to understand the STIMPOD is the best choice they can make when purchasing a quantitative monitor. This is the Sales Representative’s priority.

The success of this process begins and ends with you.

Be the resource.

Good luck!

“Luck is what happens when preparation meets opportunity.”

– Lucius Annaeus Seneca