March 27, 2018
Attention all Kinamed sales agents and representatives:
Here’s a great new short video clip you can use to quickly make the case for CarboJet: https://youtu.be/drAWviI_a8g
Start sharing today, because NOW is the time to pitch CarboJet CO2 Bone Preparation to all knee surgeons in your territory. Never has the orthopaedic community been more receptive to a “better way to clean bone” prior to cementation…
How do we know interest and demand are up?
- Our AAOS Booth was swarmed with Surgeons asking about CarboJet. In years past, SuperCable was always the star of the show, as surgeons would walk up and feel the display samples of unique polymer cables. This year was different. Again and again, surgeons came up to the booth and made comments like:
- “I’m beginning to do some knees without tourniquet, I hear I should be using this CarboJet thing”
- “I heard Meneghini talk about this product at CCJR. Tell me more about it”
- “I’m interested in improving my cement technique. Why should I use CarboJet?”
- Sales reps from some of the Total Joint behemoths (the ones with the city block sized booths) were sniffing around and asking about CarboJet. We put them in touch with their Kinamed counterparts. We know from experience that those reps value their surgeon-relationships enough that they are happy to cooperate with the Kinamed agent to get the surgeon what he wants.
- After AAOS, we sent out an email follow-up to all our leads. Several surgeons responded right away stating their request for CarboJet – in some cases cc’ing the OR manager.
- From AAOS leads alone, several evals and product approval processes are already in progress throughout the country.
What’s all the buzz about?
As mentioned in previous emails (attached), there are several tailwinds that have combined to create a perfect storm:
- Tourniquetless TKA. Has been growing in popularity for several years. The movement now seems to have reached critical mass. Partially thanks to…
- Opioid Epidemic. The Meneghini study draws a straight line between Tourniquet use and Post-op opioid use in women while stating that CarboJet was needed to optimize the Tourniquetless TKA cement technique. The opportunity to claim your product will help fight an epidemic is, well… huge.
- Aseptic loosening. Has been on the rise as a cause for TKA and UKA revision for several years. Has jumped to the forefront with the recent…
- DePuy Attune loosening issue. DePuy surgeons and reps are looking for a fix, and with the manufacturer stating that lipid infiltration in the cement interface is the root of the problem (thus turning “Lipids” into a household name)… CarboJet’s logical solution is simple and obvious: If Lipids are the problem, remove them before cementing.
Is it worth my time/ effort?
Based on the above, CarboJet has the potential to become a new “Standard of Care”. The hallmarks of all “standard of care” products are that they are unique, simple, affordable, easy to use, and the concept behind the product is explainable to any layman. Also, the sales opportunity is huge. Take a look at the attached “CarboJet: Do the Math” email and take it one step further by calculating those sales by the number of new accounts – not by one or two – but you could realistically add 5 or 10 new accounts in the next year…and the answer is…yes, it is worth your time and effort, and hopefully we’ve got your attention.
The only question remaining is whether you will rise to the challenge. Are you with us? Let us know you are committed to making CarboJet CO2 Bone Preparation a new Standard of Care, by replying to this email with a simple commitment: ”Let’s make it happen!”
–
Patrick Miller
Sales & Marketing Manager
Kinamed, Inc.
tel: 1-805-384-2748 x 207
fax: 1-805-384-2792