November 1, 2019
Dear Kinamed Agents, Reps and Distributors,
AAHKS is less than one week away! To prepare, we’re sharing the latest AAHKS registration list (attached), as well as the latest Kinamed Product News (below). We’re emailing this information to our orthopedic surgeon database next week as part of our AAHKS promotion.
Two New SuperCable Studies
- In Vitro Evaluation of Bacterial Adhesion and Biofilm Formation to Metallic Cerclage Wire Versus Polymer Cerclage System, Veloso et. al. European Bone and Joint Infection Society (2019), Belgium
This first study to compare bacterial adhesion and biofilm formation in traditional metal cerclage vs the polymer iso-elastic SuperCable resulted in SuperCable displaying a significantly lower formation of biofilm. This reinforces the findings in an early clinical study by Della Valle et al, Early experience with a novel nonmetallic cable in reconstructive hip surgery (CORR 2010), which reported no complications from the use of SuperCable in infected THA cases.
Note to Sales/ How can this help me sell more SuperCable? You’ve probably been asked if the braided poly fibers of SuperCable can harbor infection. Our long and succesful clinical history is an excellent response to that question, but this study is a more direct response. Granted – it’s a small sample, but the result is impressive and we hope to see larger studies in the future that could be used to promote SuperCable as the clinically proven cable of choice for infected revision cases.
- Short-term results on the use of a non-metallic cerclage in the treatment of periprosthetic femoral fractures, Pecchia et al. Società Italiana Di Ortopedia e Traumatologia (2019), Italy
This study reviewed a group of peri-prosthetic hip fractures treated with SuperCable iso-elastic polymer cables and Trochanteric Grip and Cable Plate system with excellent results. The authors point out that SuperCables “have better biomechanical properties than traditional implants in terms of resistance to wear and structural damage” and that metal cables have a higher risk of accidents to the surgical team. The study reinforces the findings of an earlier clinical study by Lombardi and Berend et al, Polymer Cable/Grip-Plate System with Locking Screws for Stable Fixation to Promote Healing of Trochanteric Osteotomies or Fractures in Revision Total Hip Arthroplasty (Surg Technol Int 2014).
Note to Sales/How can this help me sell more SuperCable Grip and Plate product? This paper adds weight to existing studies that prove SuperCable is an effective replacement for metal cerclage, but with the added benefit of 1) eliminating a sharps hazard 2) eliminating a source of metal debris, 3) offering superior fatigue strength 4) providing clean post-op x rays (thanks to radiolucent cables).
Cemented Hips and CarboJet
As stated in the 2019 JAAOS article, Cemented Femoral Component Use in Hip Arthroplasty, “Several national joint replacement registries show a lower risk of revision surgery in patients older than 75 years who received cemented femoral components compared with cementless implants for primary total hip arthroplasty”. While cementing hips may reduce the risk of revision, it can also increase risk of embolism because of the cement pressurization in the femoral canal. The use of CarboJet can reduce that risk by removing much of the debris that would otherwise be pressurized into the bloodstream, as demonstrated in this study by Lassiter et al. This video shows the CarboJet Hip attachments in action and provides a clear view of the before and after CarboJet within the femoral canal.
Note to Sales: How can this help me sell CarboJet? For ALL reps, including those who have sold CJ to their knee docs for years, Cemented hips = a whole new market. Start with your accounts that are already using CarboJet for knees and show them the above studies and videos. Show them the Hip attachments. Offer them an evaluation surgery to try it out. During the evaluation, be sure to point out the exodus of lipids through the suction tube and have the surgeon check out the “Grade A, cement mantle white-out” on their post op. Once you’ve added the cemented hip cases to your existing accounts, start looking for surgeons in your territory who are doing cemented hips or are considering it…
Finally, a Solution for the Patient w/ Isolated Patellofemoral Arthritis
Patients with isolated patellofemoral arthritis are often told they have to live with pain until their arthritis worsens to the point they need a TKA. The KineMatch Patient-Matched Patellofemoral Replacement offers the simple solution these patients are looking for, as described in this case vignette, Joint Preservation with KineMatch® Patient-Matched Patellofemoral Replacement (PFR), by Dr. Jon Henry, and in the patient’s own words in in the video, A KineMatch Patient’s Personal Story.
Note to Sales: How can this help me sell KineMatch: Surgeons are in the business of attracting patients. While the prevalence of isolated PFA may be small (5% of TKAs), any surgeon will tell you they’d rather offer a solution to a patient than a referral. This rings true with Sports Med specialists especially. They see these young, active patients, and being able to offer them the simple bone-sparing KineMatch will enable them to service these patients longer before passing them on to a Joint Replacement specialist. .
Please let us know if you have any questions about ways to integrate this information into your sales process. Our online sales portal, www.kinamedportal.com, has been updated with the new studies, and is always an excellent resource for sales tips and resources. Let us know if you’re attending the AAHKS meeting next week – we’d love to catch up with you in Dallas!
Best Regards,
Patrick Miller
Sales & Marketing Manager
Kinamed, Inc.
tel: 1-805-384-2748 x 207
fax: 1-805-384-2792
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