Because I Said I Would – The 2020 International Sales Meeting

As we continue to manage through the global pandemic, alignment, recognition for work in 2020 and the focus on goals for 2021 are perhaps more important than ever. It was with that backdrop we saw the 2021 Bioventus Sales Meeting – International take place in a virtual fashion over February 23-26 and in more than a few time zones.

Kicked off by Chief Commercial Officer, John Nosenzo, the audience at the BSM was reminded that despite the difficulties in 2020, successes were realized in the international business. These included the creation of an EXOGEN User Registry and EXOGEN User Group Meetings in the UK/Ireland. Germany saw 13% year-over-year (YOY) growth overall and its EXOGEN YOY growth at 5% with an increased conversion rate of 59%. In Germany, DUROALNE had 38% growth and a collective performance of 112% to quota.

Highlights for the team in Canada were achieving 170% of their sales goal for OSTEOAMP with 192% growth in sales of bone growth substitutes. The year also featured five surgical advisory board meetings on OSTEOAMP that touched 28 surgeons. We also saw the EXOGEN conversion rate improve from 64% to 74% last year in Canada. In addition, seven KOL’s presented at 18 events reaching more than 150 HCPs in 2020.

This was truly amazing work done by our team of direct sales professionals in a year that saw countrywide lockdowns and limited access due to Covid-19. On the indirect side of our business, our sales forecast came in at 102% to our goal for 2020. Another great result in a challenging year.

The BSM meeting also saw some insights from Ken Reali on company performance in 2020 and plans for growth in 2021. This will include new products like MOTYS; tuck in acquisitions and a Q2 initiative called Full Potential Plan. The latter will cut across the whole company and be led by a team of consultants from McKinsey & Company.

“This is way to look at our business that will allow us to peel back the layers of Bioventus and identify things that are not working as well as we want them to work,” said Ken. “The purpose of the full potential plan is to take a proactive approach to our business and as we grow, prepare ourselves for that growth.”

Days 1 and 2 included breakouts from marketing, sales leaders and guests including Dr Mo Bhandari and our own CMO, Dr Peter Shaw. Perhaps most compelling was the featured motivational speaker, ,” movement. Inspired by the loss of his father and humanity’s ability to keep promises, Sheen’s prescription for leading with compassion and following through on promises is a timeless message that helps you manage life’s obstacles and appreciate lessons learned along the journey.

“It was an excellent few days with real value and insight added to our team,” said Anthony Doyle, Managing Director, International. “Whilst much of our markets are in lockdown, the attitude and behaviors demonstrated by the team and our desire to win shone throughout the meeting. It’s an exciting time for the international business and the BSM reflected that.”

Top L to R: Stefan Brodmeier, Jamila Ashery, Paige Haslett, Andrew Bell, Keven Dupont, Bottom L to R: Manuela Ertl, Rick Lee, Jen Tomlinson and Emre Kartoglu.

As mentioned earlier, there were many achievements in 2020 and specific winners recognized for their achievements last year included:

  • Stefan Brodmeier, Germany – International Manager of the Year
  • Canada Surgical Representative of the Year- Paige Haslett
  • Canada Durolane Sales Rep of the Year – Andrew Bell
  • Canada Exogen Sales Representative the Year – Keven Dupont
  • Presidents Club Award and Canada Sales Representative of the Year – Jen Tomlinson
  • International Rookie of the Year – Manuela Ertl
  • International Durolane Sales Rep of the Year – Emre Kartoglu
  • International Exogen Sales Representative of the Year – Rick Lee
  • International Sales Representative of the Year – Emre Kartoglu
  • 2020 Luminary Award – Jamila Ashery, Payroll and Benefit Specialist International

2020 Club Awards

  • Rick Lee – UK/Ireland – Silver Club

2020 Distributor Partner Winners Recognized for Outstanding Performance:

  • Zambon S.A.U.- Platinum Distributor 2020
  • LMT Platinum Distributor 2020
  • Medac – Gold Distributor 2020
  • Aqvitox Technology – Fastest Growing Distributor