Custom Medical Sales Model

bring back the dead!

The Challenge:

A product manager at Maquet was tasked to breathe life into a product that has been in their organization’s portfolio for years. He wondered, “how can I get my sales team excited about telling an old story?” His product was a simple wire that removed coagulated blood from chest drainage tubes. Although the product may not appear very sexy, it is vital to the successful drainage of a chest cavity after surgery. His budget was modest.


Model Design:

Pulse MDM determined the best way to make an impactful sales model was to educate the customer on the dangers of not using Maquet’s device. Clinicians cannot see what is going on inside a chest drainage tube when it is clogged, nor do they really think about how compromised the draining of blood is when even small amounts of blood accumulate on the side walls. Pulse MDM conceived of a model that showed a sectional view of the drainage tubes at various degrees of clogging.


Model Development:

Typically, the most challenging part of any project is meeting the budget. We have yet to hear from a client that says, “we have unlimited funds to make this happen”. Pulse MDM carefully crafted a plan to provide 300 salespeople with kits to tell this important story within the budget. We planned on 4 tubes with 4 degrees of clogging. Sourced a stock box to save the cost of creating a custom one and included supporting text that shows how the blockage results in an exponential decrease in flow. Did you know that a 50% restriction results in 94% less flow!


Model Solution:

The Chest Tube Demonstrator kit, which our client nicknamed “Tubey” is clean and professional, small and quickly comprehended. The clinician can remove the tubes from the kits to see and touch the sculpted blood.  They can see with drainage holes are complexly clogged in the 50% and 75% restriction and the central lumens are almost closed. They can lift the simulated flap of skin to access the tubes for a small revealing moment.  They are left with a tangible experience that drives home “More restriction equals less blood flow”.


Although these custom models are not available for sale to the public, we are delighted to make you a version that is specific to your unique medical device and procedure. Please use this link  to start the process of receiving a model concept; a visual representation of how you will be able to promote your product and procedure. Pulse MDM does not charge for model concepts or the conversations around them so there is no risk to see how we can help you to tell your story in the most engaging and memorable way possible.


Chest tube thoracostomy Overview:

Chest tube thoracostomy is a procedure that is done to drain fluid, blood, or air from the space around the lungs. This procedure may be done when a patient has a disease, such as pneumonia or cancer, that causes extra fluid to build up in the space around the lungs (called a pleural effusion). A chest tube may also be needed when a patient has had a severe injury to the chest wall that causes bleeding around the lungs (called a hemothorax). Sometimes, a patient’s lung can be accidentally punctured, allowing air to gather outside the lung, causing its collapse (called a pneumothorax).

Chest tube thoracostomy involves placing a hollow plastic tube between the ribs and into
the chest to drain fluid or air from around the lungs. The tube is often hooked up to a suction machine to help with drainage. The tube remains in the chest until all or most of the air or fluid has drained out, usually a few days.

Chest Tube Thoracostomy