Urologix Chief Calls In Sales Team As Company Sheds Field-Rep Model

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Medical-device makers have long relied on field sales reps to pitch devices and train physicians, but Urologix Inc. CEO Greg Fluet is betting that model is due for a change.

Fluet recently led Plymouth-based Urologix through a restructuring that centers the company’s marketing strategy around an inside sales model. Instead of dispatching reps into the field, sales teams pitch physicians’ offices by phone. The company also now taps its field-service technicians to handle basic tasks like dropping off materials at a physician’s office.

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