CJ Sales Cycle Phase 3: Surgeon Leads

Congratulations, your prospecting paid off and you now have a surgeon who has expressed interest in CarboJet.  Chances are, there were one or two key features that resonated with a clinical concern the surgeon had.  Also, because they’re trained to be skeptical, they will likely have some remaining questions or concerns before they’ll agree to use CarboJet.

What is this surgeon’s primary concern?

• Aseptic Loosening
  • Discuss/ Share these pieces:
    • Stanley study on Bone-Cement Interface Strength
    • Goldstein study on Cement Penetration depth
    • White Paper on Aseptic Loosening
    • And these related posts
• Cement Penetration
  • Discuss/  Share the Meneghini and Goldstein studies
  • And these related posts
• Tourniquetless TKA
  • Discuss/ Share the Meneghini and Jones studies
  • See Related Blog Posts and other content
• Radiolucent Lines
  • Discuss/ Share the above, plus the McGee Vignette.
  • See Related Blog Post and other content
• Embolization from fat and marrow (most applicable in Cemented Total Hip)
  • Discuss/ Share the Lassiter study
  • See Related cemented hip and micro-emboli content and videos.
• Immunogenic Elements in OCA
  • Discuss/ Share the Cole study

The CarboJet Surgeon Sales Presentation

Sales Pitch: Features & Benefits

Review the CarboJet Quick-Reference Guide before launching your sales pitch.  You don’t want to forget any key features or benefits.

The Demo:  

Demonstrations using the handpiece and nozzles can be useful – especially if you have a CO2 source to allow surgeons to feel the blast of CO2 on their palm.   Demo tubesets are available and we can help you source a CO2 cylinder from a local gas supplier.

That said, the most compelling/ effective sales tools for CarboJet are:

1. The images of clean & dry bone shown on our brochures
2. Video of CarboJet in action: https://youtu.be/drAWviI_a8g
3. Surgical evaluations.  Our sales agents often offer a free trial surgery to their surgeons.  This has been an extremely successful approach because it removes the cost concern long enough for the surgeon to see the “CarboJet Difference”.  Most surgeons that see CarboJet in action will immediately support the rep’s efforts to get the product into the hospital. For keys to a successful trial visit the Trial phase of the Sales Cycle Roadmap.

FAQs

Be prepared for the surgeon to ask these common questions:

• Is the CO2 sterile; can the gas cause infection? 
  • Gas is supplied by a tank of compressed medical grade carbon dioxide as used in laparoscopic and arthroscopic surgery.
  • The sterile packaged CarboJet tubeset has an in-line sub-micron filter to ensure sterility and remove any debris from the gas stream.
  • The reusable instruments contain validated instructions for cleaning and sterilization.
  • For more info, see this official statement from Kinamed’s head of QA/ RA.
• Can CarboJet cause a gas embolism? 
  • CO2 is readily absorbed in blood and excreted by the lungs, and has a long history of use for tissue insufflation in many surgical procedures.
• Why CO₂?
  • Compressed CO₂ gas has been employed as an insufflation medium in laparoscopic procedures for decades and is readily available at all hospitals.
• Where does the fat & marrow go?
  • Up (Think of Bernoulli’s Principle of Lift).
  • Debris is collected by suction tip and lap sponge