May 11, 2020

Dear Kinamed Agents and Sales Reps,  

As you know, knee arthroplasty cases have been steadily migrating from traditional in-patient hospital settings to outpatient surgery settings such as ambulatory surgery centers (ASCs), and hospital outpatient departments (HOPDs). Total hip replacement procedures have also begun moving away from hospital in-patient settings to a lesser degree but this trend is expected to accelerate. Although these have been ongoing underlying trends, the COVID-19 issue is expected to accelerate this migration with the goal of segregating elective surgery patients from COVID-19 patients being treated in hospitals. We therefore want to ensure we capture all potential cases for our products by providing ASC customers attractive offers for both CarboJet and SuperCable sets.   

SuperCable Set Sale Discount Offer for ASCs We have an opportunity to sell SuperCable sets to ASCs. We have had success doing so in the past and have several new SuperCable ASC Set Sales currently in the purchase approval process, triggered by the movement of THR from Inpatient to Outpatient setting.  
Our SuperCable system is ideally suited to meet the needs of an ASC that is beginning to perform THR procedures. In the event of a calcar or other fracture during a primary total hip case, a cerclage solution is needed that is ready at hand. This need is not something that can be addressed at a freestanding ASC by borrowing from a related hospital or by calling a rep to run a sterilized cerclage set in for immediate use – the set must be resident at the ASC and ready to go. We have heard from some of you that other companies offering cerclage products are not willing to consign them at ASCs because the expected sales volumes are low. This enhances our opportunity here as SuperCable instrumentation is simple, compact and relatively inexpensive as compared to all other cerclage product. In fact, we’ve sold quite a few sets to surgery centers who had been quoted $6k to $7k by Stryker, ZB, S&N and decided to shop around.   

To help propel this opportunity we will be making a limited-time specially discounted SuperCable set offer available to ASCs.
This offer is available through June 30, 2020. Contact Patrick Miller (pmiller@kinamed.com) to obtain a formal quote for each offer. Existing pricing and agreements at affiliated institutions will need to be considered before we can offer these discounts.     CarboJet Set Sale Discount Offer for ASCs With more and more primary knees moving to ASCs and the possibility that existing surgeons using CarboJet move some or all of their cases from a hospital to an ASC, we are offering ASC promotional pricing on CarboJet sets. It is essential that we do not lose any existing CarboJet business due to a change in venue for these procedures and we all know that ASCs are often much more price sensitive than hospitals.
To make these purchases even more palatable, Kinamed is able to break up the purchase into multiple months/ POs.   Again, this offer is available through June 30, 2020 and you must contact Patrick Miller (pmiller@kinamed.com) to obtain a formal quote for each offer. Existing pricing and agreements at affiliated institutions will need to be considered before we can offer these discounts.    

Appropriate timing is critical here. Some facilities had to close or furlough or are in otherwise difficult positions, and it may not make sense to approach that facility with an offer like this at this moment. That said, most markets are starting or planning to start performing elective surgeries now, and there is a good chance that surgery centers will be VERY busy once they start filling the backlog of surgeries. Once they are operating at full capacity, you may have a hard time getting their attention, so…use your common sense in choosing when and where to make these offers, but don’t miss out on this opportunity.   To get the process started at your target accounts, contact us right away! Let me know if you have questions or I can assist in any way.  

Best Regards,
Bob Bruce
VP, Global Marketing & Product Strategy