Situation: In 2001, BioPointe was engaged by Venetec International to build a national sales force for its StatLock stabilization devices. Venetec was a start-up company that manufactured and sold catheter securement devices primarily in acute care facilities to reduce restarts and complications associated with peripheral IV catheters. At the time, Venetec’s business model was to sell through distribution and surgical device manufacturers that could bundle StatLock with procedural trays.
Objective: BioPointe’s objective was to recruit and hire Regional Sales Managers and sales representatives who could begin to sell direct to hospitals and acute care facilities.
Action: BioPointe developed a recruiting universe that consisted of surgical device manufacturers that called on distribution. The recruiting team networked through HIDA and various trade organizations to identify top management and sales talent.
Result: Hired 4 Regional Sales Managers and 20 hospital sales representatives within 65 days. Venetec was purchased by C. R. Bard in 2006 for $166 million in cash.
