Surgical Instrument Sales & Service

Surgical instrument companies sell and service surgical instruments, OR equipment, and sterile processing products to hospitals and surgery centers.

With surgical procedures requiring specialized instruments and equipment, distributors generate revenue of $220,000-$650,000 annually with profit margins of 25-40% through instrument sales, equipment, and service contracts.

The business requires instrument inventory, service/repair capability, sales team with OR knowledge, and manufacturer partnerships.

Products include surgical instrument sets, laparoscopic instruments, powered surgical devices, sterilization equipment, and OR tables and lights.

Instrument sets $5,000-$50,000+; equipment much higher.

Success factors include clinical knowledge of surgical procedures, technical service and repair expertise, relationship sales with surgeons and materials managers, consignment programs, and service contracts.

Most companies employ sales reps who understand OR procedures and can support surgeons.

The business often includes instrument repair and sharpening services.

Consignment programs place instruments in facilities for surgeon access.

Marketing focuses on surgeons, OR managers, surgery centers, and demonstrating instrument quality and service.

With surgical volumes remaining strong and facilities requiring ongoing instrument replacement in 2025, surgical instrument sales offer specialized opportunities for distributors with OR knowledge willing to provide technical products and service to surgical facilities.