Today I sat down with Kendy Elmore: former high-school teacher turned medical device rep with over a decade in the industry, who now runs The Lobby Network. We talked about breaking in when there were no podcasts, no coaches, how med devices can be a launching pad, and why you should build your network before you need it.

How Kendy Broke In (When There Were No Resources)

Kendy started as a teacher with a biology background, loved healthcare and science, and found a med device through a friend. Back then there weren’t shows like this or coaching programs. As he put it: the hardest job to get is your first job.

It took him about a year and a half to break in relentless networking, reaching out to anyone even loosely connected, and using LinkedIn. He entered as an Associate Sales Rep under two lead reps in the Carolinas, credits mentorship for shaping him, and then moved into his own territory.

Career path highlights (from our chat):

• Capital equipment (anesthesia machines, patient monitors)
  
  
• Pivoted to surgical sales when budgets tightened
  
  
• Spent a decade in orthopedics (foot & ankle, extremities, total joints)
  
  
• Ran a territory in the Virgin Islands (St. Thomas)
  
  
• Finished at Stryker in Total Joints with the Mako robot
  
  

He loved the work, and then decided to build something he wished existed for reps.

From Success to Significance: Why The Lobby Exists

Kendy drew a line between success (what you achieve for yourself) and significance (what you do for others). He looked back at pain points:

• Breaking in with no roadmap
  
  
• Transitions and “what’s next?”
  
  
• No cross-company networking events for reps
  
  

So he created The Lobby Network:

• Started with in-person networking events (first in Charleston, SC) bringing reps, students, nurses, and B2B folks together with speakers
  
  
• Expanded to 30+ cities hosting events (that’s why he flew in for ours)
  
  
• Centralized medical-sales-specific resources: community, events, job board, resume help, books, coaches/mentors, and more
  
  

His simple description: a community for healthcare sales reps (pharma, dental, med device, capital—if you sell into healthcare, you’re welcome).

Med Device Is a Launching Pad

Some people stay 20–40 years and crush it. Others put in 5–10 years and then spin into businesses, franchises, passion projects. Med device teaches you to run your own business while a company pays you to learn. It’s not “join one company forever”; it’s build skills and options.

The #1 Networking Mistake

Waiting until you’re desperate.

Kendy gets the DM: “When’s your next event? I need a job.” His take: you’re late. Build relationships now so you’re not scrambling later. He kept networking after his first ASR role and never had to “look” the traditional way again—opportunities came through conversations.

Two simple habits from Kendy:

• At events, don’t make it about you—ask questions, learn what others do and need.
  
  
• Be curious. Curiosity helps both networking and selling (questions > feature dumps).
  
  

There’s More Out There Than You Think

If you’ve only seen one slice (like ortho), you can miss whole worlds—oncology, GI, neuromodulation, robotics, diagnostics, and more. Events help you discover other specialties and what those roles look like. Even if you stay put, learning the landscape makes you better.

Who The Lobby Is For (From Our Conversation)

• Trying to break in → come learn from reps and speakers; find coaching, resume help, job leads
  
  
• Already in and want to improve → professional development, new tech, real community
  
  
• Considering a move → your network becomes your net worth; don’t wait until you need it
  
  
• Just want to meet reps → show up, connect, and build relationships that actually help
  
  

Where to Find Kendy and The Lobby

• LinkedIn: search Kendy Elmore and The Lobby Network / The Lobby Medical Sales Network
  
  
• Website: thelobbynetwork.com (events, platform, job board, webinars, and details on their national sales conference)
  
  

Final Thoughts

I’m big on community because I see how it changes careers. Kendy built what he wished he had: a real home for medical sales pros to learn, connect, and move forward together.

If you’re serious about this career:

• Network now, not later.
  
  
• Ask better questions and be curious.
  
  
• Get in the room with people doing what you want to do.
  
  

And if you want help breaking in, you know we’ve got you. Either way keep going after the life you want. See you on the next one.

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All the best,

Jacob McLaughlin