November 28 2013
Chuck Raggio of Apex Orthopedics in Northern California provided a great tip for an emerging marketplace: Outpatient Surgery Centers. More and more hip replacement procedures are being done at these facilities. This is a new phenomenon, and many of these centers are unlikely to have a cerclage system. You can capitalize on this unfilled market w/ three simple steps:
1) Secure Physician Interest
2) Educate surgery center of the need for a cerclage system
3) Explain why SuperCable is the best choice.
This idea came to Chuck after a recent direct anterior total hip he attended, during which he and the staff “collectively held their breath as the surgeon impacted the broaches and stem”, knowing that there was no cerclage system on hand.
Here’s the follow up email Chuck sent to the surgery center to help secure a sale:
From: Chuck Raggio
To: Becky Buyer
Subject: Cerclage Cable System for Total Hip cases
Hi Becky,
Attached is a price quote for the Kinamed SuperCable cerclage cabling system Dr. Smith was talking about yesterday. It is a basic set that will address the types of complications a surgeon may encounter when performing a primary total hip replacement.
Having a cable system available during total hip arthroplasty is important as it is not uncommon for the femoral neck or greater trochanter to crack or fracture while impacting the femur during the broaching or impacting phase of implanting the femoral component. Should a fracture occur, the surgeon typically backs out the stem or broach, applies a cerclage cable around the neck or proximal femur and resumes the process. Some surgeons may elect to prophylactically place a cable prior to beginning the process (Dr. Smith does not), particularly when they are just beginning to use the direct anterior approach for total hip replacement.
The Kinamed SuperCables are unique in that they are made of a non-metallic composite material, whereas all other orthopedic cabling systems are of Cobalt-Chrome or Stainless Steel metal alloys. There is currently strong debate in the orthopedic community about the contribution of metallic debris from these types of cables contributing to increased wear and early failures of total hip implants. Additionally, because these cables are non-metallic, they are cut using a scalpel or scissors. The metal cables require an array of substantial cutting and crimping tools for their use. The surgical team need not worry about sharps injuries with SuperCables as they do with the cut ends of the metallic cables. These cables can also be used for fracture repairs such as those of the shoulder, patella and olecranon.
Please feel free to contact me should you require any more information. Once in place, I will be happy to conduct inservices for your staff.
Thank you,
Chuck Raggio