A recent data search showed that the average medical technology sales rep earned twice as much as the average pharmaceutical rep. At first, this struck me as odd, but then I thought about how the medtech reps often contribute a significant amount of ‘hands on’ support.

The articulated ‘selling the bundle’ strategy is most important for what it leaves unsaid. It does not say, “We have the best products.” It does not say, “We have cutting edge technology.” It does not say, “Our devices will help you get the best outcomes for your patients.”

At Borna Health Fund, we typically have 80% of our assets invested in Medical Technology (Medtech) companies. Here is why.

Periodically an investor asks about the role that environmental issues, social issues, and corporate governance (ESG) plays in the Borna investment process. ESG evaluation programs rate most public companies by these metrics and many companies fund internal programs to improve them.