Kevin McCarthy spent forty-seven years selling into medical practices, most recently at Henry Schein, where he sat on the company's first Medical Sales Advisory Board. In this conversation with Dr. Adam Sewell, he explains why he believes the independent practice model is cracking and why distribution walked away from the cash-pay wellness category.
Kevin McCarthy spent forty seven years selling into medical practices, most recently at Henry Schein, where he sat on the company's first Medical Sales Advisory Board. He recently retired. In this conversation with Dr. Adam Sewell, he explains what he saw from inside thousands of exam rooms and why he believes the independent practice model is cracking.
Kevin spent years pushing Henry Schein to move into peptides, IV therapy, and med spa supply. Legal killed it every time. After a small number of widely reported IV therapy deaths, the company walked away from the category entirely, even though it already supplied far more dangerous infusions to hospitals, surgery centers, and oncology centers under the same licensing framework. Kevin argues the risk logic never made sense and that the retreat left an emerging market wide open.
He also talks about the 1980s, when new technology was genuinely new and a rep could walk in with something a physician had never seen. That instinct for the unfamiliar led him somewhere unexpected: a nurse asked him to source an irrigation suction machine for her husband's film work, and Kevin ended up outfitting medical sets for "Born on the Fourth of July" and a run of other productions until Texas tax law sent the work to Georgia.
Other ground covered:
Hosted by Adam Sewell, MD, Premier Regenerative Health.