In today’s MedTech market, pricing decisions are moving away from individual clinics and practices into professional procurement organizations.
Hospital groups consolidate, group purchasing organizations gain influence, and private equity platforms are building nationwide chains in ophthalmology, radiology and dental care.
For manufacturers, this shift exposes a weakness that has long stayed hidden: terms and conditions systems that grew historically rather than by design. Professional buyers benchmark every discount across sites, harmonize terms at the lowest level and turn individual price exceptions into the new standard. Margin is lost not at the list price, but in the negotiation and in the terms structure behind it.
Typical strategic questions arise:
- How do we prevent framework agreements and tenders from setting price anchors for our entire customer base?
- How should discounts and rebates be linked to volume, commitment and service levels?
- What walk-away prices and give-and-take rules do we need for big deals?
- How do we respond when purchasing organizations harmonize the terms of acquired practices?
Join our live webinar to explore how MedTech manufacturers can build a robust terms architecture and negotiate successfully with professional buyers. Drawing on numerous real-world pricing projects, we will show how companies move from reactive discounting to systematic margin protection.
In this session, you will learn:
- How the shift of buying power to hospital groups, GPOs and PE platforms changes negotiation dynamics
- How to analyze your terms system and uncover price leakage
- How to design a performance-based discount and rebate logic
- How to set clear guardrails for tenders and big deals
- How to prepare your sales team for negotiations with professional buyers
- How to establish governance for price approvals and exceptions
Michael Fechner, Partner at Prof. Roll & Pastuch, brings over 20 years of experience in pricing, terms and conditions systems and sales excellence.
Why Attend?
Gain practical insights into protecting your margins in a market where buyers are becoming more professional, more concentrated and more data-driven. Learn how to align your terms architecture, deal guardrails and sales execution so that you can still win against professional procurement.
Your direct contact
If you have any questions before or after the webinar, please feel free to contact our expert Michael Fechner (Partner) at m.fechner@roll-pastuch.de.