The Patient Appeal of CarboJet & Tourniquetless TKA

April 20, 2020

Dear Kinamed Agents and Reps, We hope you remain safe and well during these difficult times. We understand the gravity of the current situation, and are focused on finding the best ways to weather the storm while coming out strong on the other side. One challenge we all face is finding a balance between being mindful of our customers’ immediate concerns (coronavirus), and keeping surgeons informed about how our innovative products can benefit them and their patients. In speaking with some of our sales agents and representatives last week, a common bit of feedback we’re hearing is that many surgeons are appreciative of information that can benefit their practice, but are wary of anything that comes across as a sales-pitch.  One solution that agents have had success with is to continue staying in touch with their surgeons by reaching out and offering support and assistance as well as offering new product information in case the surgeon has time to review.  With that in mind, we’re reaching out today to let you know about market developments related to CarboJet that have great potential for just that sort of conversation: 

  1. The growing trend of tourniquetless TKA and the (now undeniable) fact that the TQ’less technique has reached a critical mass in the sense that it has gained awareness among patients who see it as a technique that leads to reduced post-op pain. 
  2. Surgeons are beginning to market their adoption of the TQ’less TKA in a similar manner to the Direct Anterior Approach (DAA) outreach we’ve all seen become common in the last few years.
  3. Many surgeons are promoting TQ’less TKA direct to patients on their practice or hospital websites. 

Below are just a few examples we found:               

We also have (unintentional) support in the form of Medtronic’s campaign to capitalize on the TQ’less trend as a sales driver for their Aquamantys bipolar sealer device. Medtronic also recognizes this as a direct to patient marketing opportunity. On their website they provide a surgeon finder tool to lead patients to surgeons that are doing the TQ’less technique and are using their Aquamantys device.  

Both of these groups of surgeons make excellent CarboJet prospects, which is why we’re planning a direct mail campaign to all of them. Linked below are complete lists of all the Medtronic Aquamantys surgeon endorsers as well as the list of several surgeons we found to be advertising their adoption of TQless TKA to their patients. 

Please check the lists for surgeons in your territory and reach out to them. Keep in mind there are likely hundreds more surgeons out there who are either currently performing TQ’less TKA or are considering it. Don’t miss out on this opportunity: start scouring your territory for these surgeons and reach out to them about CarboJet. Another thing you can do now is to compile a list of surgeons in your territory you have identified as good prospects for this message. Send us the list and we’ll make sure they are included future surgeon mail campaigns on this topic. Yes, the times are challenging, but the actions we take now will help determine how strongly we come out the other side.  

Lets make it happen! 

Best Regards,

Patrick Miller

Sales & Marketing Manager

PS, to learn more about tourniquetless TKA and CarboJet’s role in the technique, click the tags below.

Click the tags below to learn more on each topic: