May 3, 2018
Happy Thursday Kinamed Agents & Reps!
As a follow-up to our recent email introduction of this BIG opportunity…
- Attached is a complete list of the DePuy Attune knee users taken from the Depuy website.
- Action Item #1 for you: Find the surgeons in your territory and contact them and/ or their DePuy rep to discuss the solution (CarboJet) to their problem that only you can provide.
- Action item #2: Send us the names of any surgeons in your territory who are using the Depuy Attune and CarboJet. We’d like to put together a physician reference list specific to this group.
- Note that DePuy has been very clear that the cause of the Attune loosening was that lipids were impairing the cement bond. Below are some links to DePuy-produced sales materials that go into detail.
- Talking points: https://www.kinamedportal.com/wp/wp-content/uploads/2018/08/DePuy-Attune-S-Talking-Points-on-Lipids.pdf
- Sales Agent slide deck (slide 41 on gets into lipids and fixation): https://www.scribd.com/document/360403465/ATTUNE-S-Master-Content-Deck-DSUS-JRC-0517-2142-1#from_embed
- Industry commentary (for further reading): https://www.medtechy.com/the-ticker/articles/2017/depuy-attune-objection-handling-presentation-and-the-new-attune-s-technology
- Action Item #3: Read DePuy’s statements and then (if its been a while), read up on CarboJet. It is a match made in heaven. Truly a no-brainer.
- As you are probably aware, surgeons are reluctant to discuss loosening in their patients. They don’t want to admit they’ve had the issue, or it is out of sight / out of mind because the patients with loosening went to their competition for the revision.
- Action Item #4: Don’t start the conversation by asking if they’ve experienced loosening – that is likely to go nowhere fast. Instead, speak more generally and forward-facing…something along these lines: “I hear DePuy has made a big deal about keeping lipids away from the cement mantle – especially after the high rates of loosening. You know… I’ve got a great & simple product that can remove that risk for you”.
Please let me know if you have any questions, and please provide us feedback around your experiences with this opportunity.
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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