March 5, 2019
Dear Kinamed Agents and Reps,
Need a reminder why you should devote your valuable time to CarboJet? Here’s a success story recently shared by one of our Agents:
Sean Baker, our Agent in Southwest Florida, was originally interested in picking up the Kinamed line because of SuperCable and its unique ability to stand out from other products in the market. After securing his first couple of cable accounts, he decided to give CarboJet a try. Taking advantage of his surgeons’ concern about Aseptic loosening and interest in Tourniquetless TKA, he quickly got their attention and secured an evaluation at both sites. At first, the eval sputtered, as the surgeons didn’t “get it” or just didn’t listen to Sean’s tips for avoiding spray when first applying CarboJet.
[SIDE NOTE: We understand not all surgeons are equally receptive to technique advice, but you can almost always avoid this negative feedback by proactively warning surgeons to “avoid the bloodbath” by using our proscribed lap-sponge technique (see IFU and Setup & Usage Guide, page 26). If they don’t seem to be getting it, ask them to imagine what they think will happen if they spray 50psi of gas into a pool of fluids…]
As a last ditch effort, Sean showed the surgeons our “splash shield”, which controls the spray with suction. The surgeons loved it and were immediately hooked!
Since then, he’s been hustling between the two accounts to provide CJ for a group of docs that have started using it on all their cases.
The other day, he ran into the director of the new off-site sterilizing compound for both hospitals. She pulled him into her office to ask about “these CarboJet sets that have been rushing around lately”. Sean gave her his pitch, and she immediately picked up on the patient appeal aspect of the product and mentioned that “Mike is working on his website now and may want to use this”. Sean told her about Kinamed’s recent experience with a hospital website featuring CarboJet in this manner, thinking that Mike must be a LeeSars web guy… After talking a few minutes, it finally dawned on Sean that “Mike” is Mike Jugan, MD – a “huge hitter” in the area, and this SPD Director’s husband, who was on his way to pick her up for lunch. Dr. Jugan and his partner, Kagan (an even bigger hitter) were in the middle of updating their practice website. She asked for brochures, which Sean quickly ran out to his truck to get to her.
The story ends with Sean watching this Head of Sterile Processing walk to the parking lot loaded with brochures for CarboJet and SuperCable, (as well as some other lines he carries)…to sell the product to her husband – a doctor he has been trying to get face time with for years.
As Sean described it, it was one of the “best sales moments of his life”. He still has a journey ahead to get these new docs using the product, but it’s a great start!
***UPDATE***
The story didn’t end there! This week, the hospital gave formal approval and purchased their initial stocking order of 20 tubesets to be sure they can keep up with the demand of the 4 – 5 surgeons putting CarboJet on their preference list!
Sales Support Materials Update:
We just updated some of our must useful CarboJet Value Analysis Sales Tools. Click the following links to download the latest:
And read about how these tools can help in the sales blog section of our Sales Portal.
TQ’less TKAs and Opioid Update:
One of the patients in the Meneghini Opioid study was recently featured by the IU Health marketing department in a video describing how she returned her unused opioids. The video is available on the hospitals facebook page at this link: https://www.facebook.com/iuhealthsaxony/videos/351104432392597/. BTW, More info is coming soon that will further “cement” the relationship between Tourniquetless TKA, Opioid Reduction, CarboJet and Cement Mantle quality. Stay tuned…
We are on our way to making CarboJet the “Standard of Care”…Let’s Make it Happen!
Patrick Miller
Sales & Marketing Manager
Kinamed, Inc.
tel: 1-805-384-2748 x 207
fax: 1-805-384-2792