---
title: '#45 - Navigating change in Orthopedic Sales: a deep dive with Stu Brandon (149 mins)'
type: 'episode'
url: 'https://doc.social/episodes/45-navigating-change-in-orthopedic-sales-a-deep-dive-with-stu-brandon-149-mins'
show: 'Inside Orthopedics'
show_url: 'https://doc.social/podcasts/inside-orthopedics'
published: '2023-08-29'
audio: 'https://anchor.fm/s/69e1140/podcast/play/75181117/https%3A%2F%2Fd3ctxlq1ktw2nl.cloudfront.net%2Fstaging%2F2023-7-28%2F344805315-44100-2-0806a791d3cce.m4a'
---

# #45 - Navigating change in Orthopedic Sales: a deep dive with Stu Brandon (149 mins)

## Summary

Stu and I talk about the changes happening in orthopedics. Stu walks young sales reps in how best to start out. Then for those experienced sales reps in a big organizations who are frustrated, Stu offers a way out, a way to achieve control and agency in their sales career - the Broker Rep.

The Q&A flow.

- Stu, before we dive in... tell us about your journey. How did you move from working in sales for DePuy to becoming a Change Agent in sales?

- How has this diverse experience across different positions and companies shaped your approach to driving change and innovation in the industry?

- You have been in orthopedics sales for 30 years... what has changed?

- What are the most dramatic changes in the last 5 and 10 years?

- Where is the true power in the market for the big 5 Orthos?

- How has the earning potential of 1099 and W2 reps changed over time?

- How are non-competes deployed with new salespeople and what are the implications of signing non-competes?

- What are some ways salespeople get marginalized today with product line changes, commission changes, territory changes, etc?

- What is a Device Broker and why should some salespeople consider being a Broker?

- What are the limits of an Agent Broker in orthopedics?

- What are the advantages for Orthopedic surgeons and facilities to work with a broker?

- Who is your ideal customer?

- Who is not a good fit to work with you or a Broker?

- Could you tell me how listeners can find out more about you and ASCdx ?

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