October 30, 2018
Attn: Kinamed Agents:
Got Kinamed Prospects?
There is never a shortage of prospects for Kinamed products and we are here to get as many as possible into your hands so you can turn them into Kinamed product-users! We recently shared lists of DePuy Attune users (CarboJet prospects), former DePuy Sigma users (KineMatch PFR prospects), and Conformis users (both CJ and PFR prospects).
Next up: Mako® users. Surgeons using the Mako Uni or PFR are excellent targets for both CarboJet and KineMatch PFR.
Attached is a complete list of US Mako users (according to their “find-a-surgeon” page), sorted by state so you can quickly find those in your territory. We would like to send CarboJet and KineMatch PFR mail campaigns to the surgeons in your territory. All we ask is that you let us know you want to participate and will commit to follow up with the surgeons after the mail is sent. This “one-two” punch approach has worked well for us in previous campaigns.
Why are Mako surgeons great CarboJet prospects? The minimal incision approach used in UKA makes it that much harder to prep the bone for an optimal cement technique, making CarboJet an essential tool – specifically with our 40 Degree nozzle, which provides access to fully clean and dry the posterior condyle. For more information view our McGee Technique Vignette, McGee’s CarboJet and UKA slide deck from his AAOS 2013 Booth Presentation, and these studies (with common conclusion that aseptic loosening is the number one cause of UKA failure). Keep in mind that hospitals who invested in the Mako system should be receptive to a product that complements & supports that investment.
Where’s the connection between Mako users and KineMatch PFR? There is a good chance these Mako-users have tried or been exposed to the Mako PFR. If so, there’s a good chance they aren’t all that impressed. We’ve received feedback from quite a few surgeons that have experience with both the Mako PFR and KineMatch that our device is clearly superior in terms of fit and ease of implantation. Our recent newsletter (“De-Coupling: The secret to KineMatch Custom PFR Clinical Success”) goes into detail on how and why our custom approach has been more successful than the Mako or any other PFR. As mentioned, it is telling when an implant’s surgical technique states: “Occasionally it is difficult for the implant to perfectly match the anatomy”…not what a surgeon or patient wants to hear!
That said, Mako has some significant marketing muscle behind it, and surgeons are going to try it. We’ve had a few KineMatch PFR users try it once and come back to KineMatch right away – not happy with the technique or results. Some told us they felt pressure to use their hospital’s $1.3M robot.
It’s time for us to play offense and let these surgeons know there is a better way! Are you game for this excellent free marketing opportunity?
Let’s “mako” it happen!
Best Regards,
Joseph Larievy
Marketing Support Coordinator
Kinamed, Inc.
tel: 1-805-384-2748 x 213
fax: 1-805-384-2792
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