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The Boston Globe

Business

Medical device sales model hit

Report says sector’s current ways outdated

The medical device industry’s existing business model is unsustainable, according to a report released Tuesday by a leading strategy consulting firm.

As purchasing decisions for medical devices shift from clinicians at individual hospitals to “value analysis committees” at larger hospital systems and at integrated health care organizations, medical device companies will have to reinvent the way they market products, the Boston Consulting Group report said.

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