November 23, 2020
The news this last week has confirmed the arrival of the “Second Wave” and corresponding slowdown (some shutdowns) of elective surgeries. But that’s no reason to despair – we’ve all learned a lot since the first round of Elective Surgery cancellations and suspensions experienced in the spring. The most significant change to come out of this has been the move of Total Joint Replacement from the Hospital to the ASC.
These recent news releases provide some interesting data and projections regarding this trend:
- ASCs projected to take 68% of orthopedic surgeries by mid-decade — 5 insights
- 15 quick points on ASCs today
While some Medical Device companies may see the loss of hospital sales as a looming storm, we at Kinamed see a bright silver lining because our products are all uniquely suited for the ASC.
- SuperCable: All ASCs doing total hips must have a cerclage system – just as you must have an insurance policy in order to drive a car. SuperCable is the best cerclage system on the market and ASCs administrators love it because it is affordable, simple and compact.
- CarboJet: Eliminating the tourniquet in TKA makes outpatient TKA more doable. CarboJet facilitates Tourniquetless TKA.
- KineMatch PFR: OR time and patient recovery are faster because of the less invasive approach and the lack of femoral bone cuts and IM rods with our device. This, and the fact that the procedure requires only one tray of instruments, makes KineMatch a great procedure for the outpatient setting.
NOW is the time for YOU to take advantage of this opportunity. ASCs are ramping up surgeries, are in buy mode, and – with the slowdown in hospital-based elective surgeries, you should have time to devote to ASC outreach. Here are some things you can do NOW to get started:
- SuperCable: Find out which surgery centers are doing or preparing to do Total Hips. Explain the need for a cerclage system and sell them a set before Stryker, Zimmer, Synthes or S&N do. See our ASC Special Offers for more information: Special ASC set pricing for CarboJet and SuperCable
- CarboJet: Make sure your current hospital-based CarboJet business makes the migration from Hospital to ASC. And talk to ASC surgeons and staff about the benefits of TQ’less TKA and how CJ facilitates it. Again, check out our ASC special offers for CarboJet here
- KineMatch PFR: Share the Lombardi PFR video with Total Joint and Sports docs. This video (recently released by Vumedi, and also available on our website) makes it abundantly clear how quick and easy the surgery is. And remind your surgeons that – because patient recovery is typically very swift with KineMatch – it is a great procedure to perform in the ASC setting. For more on our Sales Portal, see: KineMatch PFR News: Sales Training, Marketing Campaigns and More and KineMatch Patient-Matched PFR Surgery with Adolph Lombardi, Jr., MD on VuMedi
You should also get to know the Business Management team at the ASCs in your territory. New product and purchase decisions are going to be made by not only OR and Supply chain directors, but other physicians – many of whom won’t be orthopedic specialists. If a plastic surgeon is going to be making the decision to approve purchase of a “Polymer Iso-Elastic Cerclage System” (a purchase that will come out of his profits), then you want to be sure he at least understands why the ASC needs that system and why SuperCable is the best choice.
Again – NOW is the time to strike. You don’t want to find yourself 6 months from now standing in an empty hospital OR while all the TKAs and THAs are being done across the street.
Contact me to initiate a price quote for your ASCs or for a compelling info packet you can provide surgeons and ASC staff. Contact Joe Larievy (jlarievy@kinamed.com) if you’d like us to assist with a targeted ASC marketing campaign in your territory.
There are opportunities in every challenge. Together, we can seize this opportunity and lay the groundwork for a strong 2021 and beyond.
Let’s make it happen!
Patrick Miller
Sales & Marketing Manager
(805) 384-2748 x 207
