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Article:
  The Do's and Don'ts of Shareware, Part 1
Subject:   Thanks; further questions on sales models
Date:   2003-08-20 20:58:40
From:   anonymous2
Response to: Thanks; further questions on sales models

I am in the process of evaluating a sales distribution pathway for a disposable medical product. The selling process involves a product that will require the currect sales team to shift their thinking form a capital equipment sale to a much less expensive disposable product, but one which offers an annuity.
Typically our capital products sell for around $40,000, with a depreciation schedule of approx 7 years. The produxt we need to sell is approx $8 and will be replaced on a per patient basis every 2 weeks. This product offers a real therapeutic advantage, but requires educating the end user to undersatnd the true benefits to the patient.